Acquisition Sales Specialist - AI Solutions

Promotes and sells CoCounsel AI solutions to new law firm customers within an assigned territory, primarily through outbound prospecting. Focuses on meeting and exceeding sales and activity targets, including a defined sales quota for new customer acquisition. Supports the growth of Practical Law and CoCounsel Solutions within the Small Law Firm organization at Thomson Reuters Legal.

About the Role

In this role, you will:

• Focus daily on selling to Small Law customers (1–10 attorney firms) within an assigned territory.
• Achieve and exceed monthly and annual sales quotas through negotiations and product offerings within set parameters.
• Meet outbound prospecting and opportunity creation goals using tools such as outbound calls, emails, and LinkedIn Sales Navigator.
• Gather and log all call information, sales orders, and profile activity in Salesforce (Thomson Reuters’ CRM system) accurately, ensuring proper marketing sources are credited.
• Develop and deliver accurate sales forecasts.
• Manage some inbound leads, prospect for new opportunities, and apply consultative, solution-based selling to win competitive deals.
• Assume other responsibilities as requested by Inside Sales Management.

Responsibilities

• Relationship Management: Build, maintain, and enhance client experiences through consultative conversations, leading questions, and superior product knowledge.
• Collaborate with internal teams (Order Fulfillment, Credit, Customer Service) to ensure efficient account handling and timely resolution of customer issues.
• Actively contribute to a team environment, collaborating with Field Sales Reps and Full Inside Sales Executives.
• Obtain and distribute customer and competitive information to develop sales strategies.
• Maintain working knowledge of company products, special sales programs, and marketing efforts within the sales division.
• Actively participate in meetings, training sessions, and individual professional development.

Requirements

• Minimum of 2 years of successful sales quota attainment experience.
• College degree in business, sales, or a related field strongly preferred.
• Experience in a prospecting/cold-calling environment required.
• Strong organizational and time management skills with the ability to embrace change.
• Pipeline management skills in a CRM environment; Salesforce.com experience strongly preferred.
• Proficient in Microsoft Office applications and web-based demonstration tools (e.g., WebEx, GLANCE, Oovoo, Skype).
• Excellent verbal and written communication skills.
• Ability to negotiate products, solutions, and pricing with customers.
• Demonstrated knowledge of proper telephone etiquette and professional attitude.
• Legal industry knowledge or experience is a plus.
• Ability to multitask between phone and computer for 8 hours per day.

Benefits

• Flexibility & Work-Life Balance: "Flex My Way" policies, including work from anywhere for up to 8 weeks per year, to support personal and professional responsibilities.
• Career Development: Culture of continuous learning with "Grow My Way" programming and a skills-first approach to prepare for an AI-enabled future.
• Industry-Competitive Benefits:
  • Comprehensive health, dental, vision, disability, and life insurance plans.
  • Flexible vacation, two company-wide Mental Health Days, paid holidays, parental leave, and sabbatical leave.
  • Retirement savings with a competitive 401k plan and company match.
  • Tuition reimbursement and employee incentive programs.
  • Resources for mental, physical, and financial wellbeing, including access to the Headspace app.
  • Optional hospital, accident, sickness, life, and AD&D insurance (employee-paid).
  • Flexible Spending Accounts (FSA) and Health Savings Accounts (HSA).
  • Fitness reimbursement and Employee Assistance Program (EAP).
  • Group Legal and Identity Theft Protection (employee-paid).
  • Access to 529 Plan, commuter benefits, adoption & surrogacy assistance, and Employee Stock Purchase Plan.
• Culture: Globally recognized for inclusion, belonging, flexibility, and work-life balance. Values include customer obsession, competitive drive, challenging the status quo, agility, and teamwork.
• Social Impact: Two paid volunteer days off annually and opportunities to participate in pro-bono consulting, ESG initiatives, and the Social Impact Institute.
• Making an Impact: Contribute to upholding the rule of law, truth, and transparency through trusted, unbiased information and solutions.

Pay

The target total cash compensation range for this role is $136,500 USD – $253,500 USD, inclusive of base pay and target sales incentive. Pay is positioned within the range based on individual knowledge, skills, experience, and internal equity.