ABM Specialist, High Value Growth - MidLaw
Job details
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, Relativity, iManage, etc.)
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What’s in it For You?
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.
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