ABM & GTM Coordinator, CoCounsel Legal - MidLaw

We are looking for an Account Based Marketing (ABM) Specialist to join the High Value Growth team within our Legal Professionals business, focused exclusively on the Mid Law market — law firms with 50 or more attorneys. This is a GTM-embedded role — not a marketing function — meaning you will sit close to the field, partner directly with Account Executives, and be accountable for turning account intelligence and intent signals into proactive, high-impact engagement strategies for our most important greenfield Mid Law accounts.

The Mid Law segment is one of the highest-growth opportunities for Thomson Reuters. These firms are sophisticated, increasingly AI-forward, and operating in a competitive landscape where the right legal research, workflow, and AI tools can be a decisive advantage. You will play a critical role in helping Thomson Reuters break into net-new accounts in this space by designing and executing account-specific plays grounded in data, buyer insight, and a deep understanding of the Mid Law technology landscape.

About the Role

In this role as an ABM Specialist, you'll be accountable for:

Account-Based Strategy & Planning:

• Partner with field AEs to build and maintain account plans for priority greenfield accounts, mapping buying committees and key personas — including Managing Partners, Practice Group Leaders, Directors of Legal Operations, and IT leadership — and developing tailored engagement strategies per account

• Define the right mix of tactics for each account based on deal stage, firm size and structure, intent data, and sales signals, contributing to quarterly territory planning through account-level insights and prioritization recommendations

• Maintain a current understanding of how Mid Law firms are adopting AI, managing research workflows, and evaluating legal technology — and how Thomson Reuters' solutions (Westlaw, CoCounsel, Practical Law, and others) address those needs

Campaign Execution & Tactics:

• Design and execute bespoke, account-specific outreach sequences and engagement plays in close collaboration with field AEs, leveraging Gong Engage to build, sequence, and manage proactive outreach from brief through launch to follow-through

• Develop targeted messaging frameworks that speak to each firm's specific priorities — whether AI adoption in legal research, associate efficiency, practice group-specific workflows, or competitive displacement

• Coordinate multi-channel tactics — including direct outreach, digital, executive engagement, and events — tailored to greenfield Mid Law accounts

Data, Intent & Insights:

• Monitor and action intent signals (e.g., Bombora, 6sense, G2) to identify Mid Law firms showing in-market buying behavior, and synthesize data from multiple sources — CRM, firm growth signals, lateral hire activity, practice area expansions, and legal market trends — into clear, actionable briefings for the field

• Build and maintain account dashboards in Salesforce to track engagement, pipeline influence, and funnel progression, continuously optimizing ABM program performance based on results

About You

You're a fit for the ABM Specialist role if your background includes:

• 3–5 years of experience in ABM, demand generation, or a GTM/sales strategy role — ideally within Enterprise SaaS — with a proven track record of building account-based programs that directly influenced pipeline in net-new or greenfield accounts

• Hands-on experience with intent data platforms (e.g., 6sense, Bombora, G2), Salesforce CRM, and Gong Engage or a similar sales engagement platform

• Strong ability to work cross-functionally with field sales — you are comfortable in deal reviews, QBRs, and account planning sessions

• A bias for action: you can translate strategy into specific tactics quickly and without waiting for a perfect brief

• Strong written communication and analytical skills — you craft account-specific messaging that resonates with Mid Law buyers, use data to prioritize decisions, and tell a clear story about pipeline impact

Nice to Have:

• Familiarity with the legal technology landscape and Mid Law buying dynamics — including AI-driven legal research, workflow automation, how firms evaluate and procure technology, and the role of practice group influencers and Managing Partners in the decision process

• Experience selling or marketing to law firms, particularly in the Mid Law segment (50–500 attorneys)

• Exposure to Thomson Reuters' product suite (Westlaw, CoCounsel, Practical Law) or competitive platforms (LexisNexis