Senior Sales Executive, Core - MLF

The Medium Law Firm Senior Sales Executive is responsible for renewing and selling Westlaw, Practical Law, CoCounsel, and a suite of innovative solutions, including our cutting-edge generative AI products, to mid-sized law firms within an assigned territory. This individual will leverage their expert consultative sales approach and honed professional demeanor to effectively manage complex relationships, while capitalizing on opportunities within Medium Law accounts.

This is accomplished through an in-depth understanding of West's evolving product portfolio, especially our AI-powered legal solutions, along with sales techniques appropriate for a long sales cycle and a keen insight into the evolving needs of the legal profession in order to bundle comprehensive information and technology solutions to meet broad firm needs.

In this opportunity as a Senior Sales Executive
, you will be responsible for:

• Driving Results:
  Identify the best channel for engagement with customers, defaulting to virtual for the majority of deals where value is insufficient to warrant travel;
  Support in developing and executing territory growth strategies
• Closing:
  Prospect new customers, validate their needs, shape product plans and drive deals to close
• Relationship Management:
  Focus on new logo acquisition and mid-contract upsell/cross-sell opportunities and renewals
• Product Proposition:
  Possess core knowledge across products within the sub-segment and engage Sales Specialists where deep product expertise is required to drive to close
• Reporting:
  Utilize an automated and insight-driven Salesforce workflow to progress deals; KPI's include:
  Nurturing opportunities and moving more complex sales to close, i.e. New logo sales and existing 'non-named' account incremental sales
• Client & Market Intelligence:
  Understand specific customer archetypes and needs which are most prevalent within the sub-segment and territory

You're a fit for the role of Senior Sales Executive if your background includes:

• Minimum 5 years successful sales experience in a consultative selling environment to C-level players
• 4 year college degree, or equivalent experience
• Working knowledge of sales concepts, methods and techniques
• Ambitious self-starter with high energy and motivation
• Excellent communication skills and closing skills
• Effective time management skills
• Able to work from home office and travel to customer locations
• Proficient in MS Office products
• Working knowledge of West products, experience selling into large law accounts, and strong knowledge and background in the legal profession and/or legal publishing industry required
• High level of competency with regard to internet, periodical and internal prospecting
• Proficient database management skills

• 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…