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Job Details
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Are you a consultative, quota-carrying sales leader who thrives in complex, enterprise sales cycles? Do you enjoy building executive relationships and translating customer challenges into measurable outcomes? If so, Thomson Reuters Legal Business is looking for a Senior Business Development Manager to drive new revenue growth across a defined territory.
About the Role:You'll own the end-to-end sales motion—from territory planning and prospecting to value-based selling and closing—helping law firms, corporate legal departments, and government organizations modernize legal research and legal workflows with market-leading content and technology.
Key responsibilities include:
Territory & account planning: Build and execute a territory plan; identify and prioritize high-potential accounts and buying centers.
New business development: Prospect into target accounts, generate qualified opportunities, and expand relationships with existing customers.
Pursuit leadership: Lead discovery, design winning deal strategies, coordinate internal resources, and drive opportunities from qualification through close.
Value-based selling: Diagnose customer needs, build ROI and business cases, and clearly articulate outcomes (productivity, risk reduction, speed, consistency, quality).
Cross-functional collaboration: Partner with marketing, product specialists, customer success, and services teams to create compelling solutions and ensure strong handoffs.
Pipeline & forecasting discipline: Maintain a healthy pipeline, run a rigorous sales process, and deliver accurate forecasts against quarterly targets.
Executive engagement: Present to and influence senior stakeholders (e.g., Managing Partners, Practice Leaders, General Counsel, Legal Ops, IT, Procurement).
We're looking for a proven seller who combines strategic thinking with day-to-day execution.
Required qualifications:
10+ years of successful B2B sales experience in complex, consultative environments (enterprise and/or mid-market).
Demonstrated history of meeting/exceeding quota (consistently 100%+ performance).
Strong experience managing multi-stakeholder buying groups and navigating procurement processes.
Ability to create and deliver high-impact presentations (virtual and in-person) and run structured discovery.
Excellent organization, time management, and autonomy in a fast-paced, target-driven role.
Comfort learning and positioning a complex product portfolio.
Experience selling legal technology and/or legal information solutions (legal research, practical guidance, workflow, knowledge management, collaboration, analytics).
Experience selling into law firms and/or corporate legal departments, including Legal Ops and IT stakeholders.
Background in professional services, consulting, or legal tech advisory.
Competitive compensation with uncapped commission.
A performance-driven culture with strong enablement, cross-functional support, and career growth opportunities.
The chance to work at the intersection of legal expertise and technology, helping customers improve outcomes through smarter legal work.
#LI-KP1
What’s in it For You?
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.
Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact: We are one of the few companies globally 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 of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
About Us
Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.
As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.
We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.
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More information about Thomson Reuters can be found on thomsonreuters.com.
Who we are Thomson Reuters informs the way forward by delivering trusted content and technology that people and organizations need to make the... Read more