Inside Sales Executive, Small Law

This is a Sales Executive (Inside) hybrid role within our Legal Professionals Small-Law client segment, primarily focused on new logo sales, with a secondary focus on driving expansion in existing accounts (upsell / cross-sell). In addition to bringing in new business, this role may also have a renewal quota.

As an Inside Sales Executive, you will cover higher complexity deals which cannot be delivered digitally, including those which are ‘omni first’ (e.g., Marketing and Sales-generated). Default coverage is through virtual channels, with travel for in-person engagement by exception only.

​Note: This *hybrid inside sales role (*mix of working in-office and remote) can be based in either Ann Arbor, MI or Eagan, MN.

About the Role

In this opportunity as an Inside Sales Executive you will: 

• Prospect new customers and close sales for an assigned geography

• Validate customer needs, shape product plans and drive deals to close

• Support in developing and executing territory growth strategies

• Possess core knowledge across products within the sub-segment and engage Sales Specialists where deep product expertise is required to drive to close

• Determine product bundling, discounting, and align proposition strategy to particular customer needs

• Understand specific customer archetypes and needs which are most prevalent within the sub-segment and territory

• Use an automated and insight-driven Salesforce workflow to progress deals

• KPI’s include-Nurturing opportunities and moving more complex sales to close: New logo sales, Existing ‘non-named’ account incremental sales

About You

You may be a fit for the Inside Sales Executive role if your background includes:

• Minimum of 2 years' successful sales experience in professional B2B environments (*additional years of experience strongly preferred)

• Proven track record of sales success, fast growth and consistently achieving performance at 100%+

• Previous sales experience in online/advertising environment preferred

• Working knowledge of sales process, methods and techniques

• Proven track record of developing new customer accounts requiring heavy prospecting, cold calling, appointment setting and closing ability

• Strong Interpersonal skills, ability to interpret marketplace needs and translate them into products and/or services

• Ability to develop and deliver effective presentations in-person and virtually (video) such as using Microsoft Teams, Zoom, Slack

• Proven organization and time management skills and ability to work independently

• Highly proficient in MS Office suite, utilizing a CRM (such as Salesforce preferred) and overall strong technical aptitude

• High School diploma or equivalent required; Bachelor’s degree with focus in Sales, Marketing, or Business preferred

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What's in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected

• Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.

• Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.

• Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking.

• Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.

• Purpose Driven Work: We have a superpower that we’ve never talked about with as much pride as we should – we are one of the only companies on the planet that helps its customers pursue justice, truth and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels o