Senior Sales Executive, Financial Clients - GLLF
Thomson ReutersAbout the role
We're seeking a Senior Sales Executive — Financial Clients to drive new growth for our AI-enabled legal technology portfolio. This role is designed to strengthen the law firm–client connection in transactional markets and unlock powerful network effects between buyers and sellers of legal services.
You'll own end-to-end enterprise deal cycles with Financial/Transactional clients while partnering closely with internal cross-functional teams—and, where relevant, with strategic Global Large Law Firm (GLLF) customers—to expand adoption through direct sales and firm-enabled seat extension motions. You'll be expected to operate with high agency, build from the ground up, and help define the playbook for this team.
About the Role
In this role as a Senior Sales Executive, you will:
Own full-cycle enterprise sales: prospecting, discovery, value mapping, business case development, multi-threading, negotiation, and close
Build the segment from the ground up: create and execute a focused territory and account strategy for private asset managers and hedge funds; develop repeatable motions and messaging for this buyer set
Engage senior stakeholders across investment and legal-adjacent workflows (e.g., Partners/MDs, VPs, investment teams, fund operations, GCs, legal ops/KM where applicable) with compelling storytelling, tailored demos, and ROI-driven narratives
Run structured opportunity plans: validate needs, align on success criteria, build mutual close plans, and drive complex deals to signature
Become product fluent across solutions that support transactional and diligence-heavy workflows (e.g., CoCounsel and adjacent solutions used in due diligence, drafting/review, collaboration, and benchmarking including HighQ and Noetica); tailor demos to transactional personas
Create pipeline with disciplined outbound: execute targeted outreach, ecosystem mapping, and account-based campaigns to build durable pipeline in a historically under-penetrated segment
Orchestrate internal resources (SEs, BDRs, marketing, enablement, legal, leadership) to progress multi-stakeholder opportunities and land/expand within accounts
Drive internal alignment and influence: communicate learnings from the field, shape segment positioning, and influence product/enablement priorities to accelerate adoption
Maintain forecasting rigor and CRM hygiene: accurate forecasting, consistent qualification (MEDDICC or similar), and strong opportunity documentation
KPIs and Expectations
Consistent quota attainment: meet/exceed monthly, quarterly, and annual new business targets for the asset management segment
Pipeline generation: build and sustain 3x quota pipeline through high-quality outbound, targeted campaigns, and partnership-driven sourcing
Activity/coverage: maintain a strong customer-facing cadence (e.g., 10+ qualified customer meetings per week) and prioritize external momentum over internal overhead
Messaging excellence: continuously refine segment-specific value messaging and competitive positioning as the market evolves
Strategic rigor: maintain an actionable Territory Business Plan and account plans for top logos; document mutual close plans and next steps in CRM
Builder mindset: contribute to and improve the Project Keystone GTM playbook—what works, what
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