Account Executive - Legal News; Law 360 & Mlex

Position: Account Executive - Legal News (Law 360 & Mlex)
## Account Executive - Legal News (Law 360 & Mlex)
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Virginia:
Washington DC:
Full time:
Posted Today:
R120796
** About our Team:
** Law
360 provides breaking legal news and analysis on the most important topics legal professionals, business leaders and regulators need to stay on top of issues, safeguard clients and sharpen their competitive edge. The award-winning journalism of Law
360 keeps readers connected to the latest, most essential news and insights across 70+ practice areas, industries and jurisdictions, including federal litigation, business deals, mergers & acquisitions, security and more. Law
360, which serves more than 2.7 million readers every day, is owned by Lexis Nexis Legal & Professional and part of RELX, a global provider of information-based analytics and decision tools for professional and business customers.
** About the role
** The Account Executive drives new business and account expansion for Law
360 and MLex within an assigned legal market territory. This role owns the full sales cycle, from prospecting and discovery through demonstrations, proposals, negotiation, and closing.

The Account Executive builds relationships with law firm decision-makers and demonstrates how legal news and regulatory intelligence support legal practice, client service, and business development. Success requires consultative selling, disciplined territory management, accurate forecasting, and effective collaboration with account teams and Customer Success. Individual contributor position with responsibility for coordinating internal resources and influencing account strategy. No direct supervisory responsibilities.
** Responsibilities:**
* ** Territory Strategy and Revenue Growth:
** Develop and execute a territory plan to achieve sales goals. Identify prospective customers, prioritize opportunities, and expand Law
360 and MLex adoption within existing accounts.
* ** Prospecting and Pipeline Development:
** Generate qualified opportunities through direct outreach, referrals, account research, industry events, and collaboration with internal sales partners. Maintain sufficient pipeline to support consistent performance.
* ** Customer Discovery:
** Understand each firm’s practice areas, industry focus, information needs, purchasing process, and business priorities. Identify decision-makers, influencers, budget owners, and potential barriers to purchase.
* ** Consultative Selling:
** Connect Law
360 and MLex offerings to customer needs. Clearly explain their respective value and complementary coverage, and recommend subscriptions that align with the firm’s priorities.
* ** Product Demonstrations and Trials:
** Deliver tailored presentations and demonstrations. Coordinate with product specialists and Customer Success to establish trial objectives, engage relevant users, assess feedback, and advance purchasing decisions.
* ** Relationship Management:
** Build relationships with attorneys, practice leaders, library and knowledge management professionals, business development teams, and firm leadership. Develop relationships across multiple stakeholders to support informed purchasing decisions.
* ** Proposals and Negotiation:
** Prepare clear proposals and business justifications. Address objections, negotiate within approved pricing and contract guidelines, and secure agreements.
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* Cross-Functional Collaboration:

** Partner with account executives, client managers, Customer Success, marketing, and product teams to coordinate account strategies and provide a smooth transition from sale to adoption.
* ** CRM and Forecast Discipline:
** Maintain accurate opportunity records, sales activities, close dates, customer commitments, and next steps in Salesforce. Provide timely forecasts supported by documented progress.
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