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Senior Account Executive - MA/CT/NH - job 1 of 2

This position is responsible for developing account plans for new and/or existing accounts.  Prospects new customers and new business at existing customers and close full solution sales to corporate customers. 

Products: Supporting the tax/trade solutions
Location: remote based role, MA/CT/NH area will be the territory
  
About the Role:
In this opportunity you will:

  • Prospecting: Prospecting is a must.  Actively seek out new business opportunities with both new and existing customers to build a strong sales pipeline. Keep your sales pipeline clean and up to date, aiming for 3-4 times coverage of your sales targets on a monthly and quarterly basis.
  • Account Management: Handle a list of major accounts (companies with revenues of $500M+), leading the entire sales process through account planning, to include initial contact, account planning, deal closing to renewal. 
  • Sales Goals: Meet or exceed your revenue targets.
  • Cross-functional Collaboration: Work closely with other teams within the organization to tailor our solutions to address the customer needs. 
  • Relationship Building: Establish and maintain strong relationships with key decision-makers and stakeholders, understanding their challenges and demonstrating how our solutions can address them.
  • Salesforce Maintenance: Regularly update our CRM system (salesforce.com) to maintain accurate records of your sales activities and to provide reliable sales forecasts. Engage in direct client meetings either in person or via platforms like MS Teams. 

  
About You:
You're a fit for the role if you have:

  • Proven ability to sell complex software solutions to large enterprises (revenues of $500M+), using a consultative and value-based approach. 
  • Must be a self-starter comfortable with ambiguity and possess a growth mindset, capable of managing change effectively. 
  • Experience selling to C-level executives applying a solution selling approach and the ability to identify business challenges and impact to their business if they don’t solve their challenges. 
  • Skilled in leading detailed sales processes involving various stakeholders.
  • Strong commitment to the company's mission, with a deep understanding of artificial intelligence and its applications in enhancing legal department operations. 
  • Enthusiastic about prospecting and able to manage the entire sales cycle independently from initiation to closure. 
  • Ability to work well with teams across different departments (such as marketing, product, and legal) to achieve shared objectives. 
  • Eager to help refine sales strategies, enhance the sales team culture, improve the company’s value proposition, and develop sales tools to boost overall success. 
  • College degree preferred with a minimum of 7 years direct field sales experience (sales experience in the corporate sector preferred) with proven, exemplary track record of sales quota over achievement.
  • Ability to develop and execute an account plan.
  • Able to work from home office and travel to customer locations. 25-50% travel required.  

#LI-TK1

What's in it For You?


You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:

  • Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.

  • Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.

  • Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking.

  • Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.

  • Purpose Driven Work: We have a superpower that we’ve never talked about with as much pride as we should – we are one of the only companies on the planet 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.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range varies across locations.

For any eligible US locations, unless otherwise noted, the target total cash compensation range for this role is $178,500 - $331,500.

This is inclusive of both base pay and any target sales incentive.
Pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity. Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.


This job posting will close 05/31/2025.


Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.

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 that celebrate diversity and inclusion. 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. 

Accessibility 

As a global business, we rely on diversity of culture and thought to deliver on our 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/Affirmative Action 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.

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More information about Thomson Reuters can be found on https://thomsonreuters.com.

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What You Should Know About Senior Account Executive - MA/CT/NH, Thomson Reuters

Looking for an exciting new role? Thomson Reuters is on the hunt for a Senior Account Executive to join our fantastic team in the MA/CT/NH area! In this remote-based position, you'll get to develop and implement account plans for both new and existing corporate customers, specifically focusing on solutions in the tax and trade sector. You'll be at the forefront of prospecting new clients while nurturing relationships with major accounts, which includes companies with revenues surpassing $500 million. This is your chance to shine in a fast-paced environment where meeting or exceeding sales targets is just the beginning. Collaborating with our amazing cross-functional teams, you’ll tailor our top-notch solutions to meet customer needs, ensuring you build solid relationships with key decision-makers. And let’s not forget about keeping your sales pipeline pristine—think of it as your at-a-glance tracker for success! With a commitment to using a consultative, value-based approach to selling, you’ll have the opportunity to showcase your know-how and drive impactful results. If you're a self-starter with over seven years of direct field sales experience, especially in the corporate arena, you've got what it takes! Your expertise in solution selling will be crucial for identifying and tackling the challenges our clients face. Join us at Thomson Reuters to not just meet the sales quota, but to truly make a difference in the legal operations landscape while enjoying a culture dedicated to growth, inclusivity, and a balanced work-life!

Frequently Asked Questions (FAQs) for Senior Account Executive - MA/CT/NH Role at Thomson Reuters
What are the key responsibilities of a Senior Account Executive at Thomson Reuters?

As a Senior Account Executive at Thomson Reuters, you will be responsible for developing account plans and prospecting new business opportunities. Your tasks will involve managing major accounts, collaborating with various internal teams, and meeting revenue targets while nurturing relationships with key stakeholders.

Join Rise to see the full answer
What qualifications do I need to be a Senior Account Executive at Thomson Reuters?

To be a Senior Account Executive at Thomson Reuters, you should have over seven years of direct field sales experience in the corporate sector. A proven track record of selling complex software solutions to large enterprises using a consultative approach is essential, along with strong communication skills to interact with C-level executives.

Join Rise to see the full answer
How does the sales process work for a Senior Account Executive at Thomson Reuters?

The sales process for a Senior Account Executive at Thomson Reuters is comprehensive—it includes prospecting new clients, managing major accounts, developing account plans, and closing deals. You'll also collaborate with cross-functional teams to deliver tailored solutions that meet customer needs while using Salesforce to maintain accurate sales activity records.

Join Rise to see the full answer
What is the expected travel requirement for a Senior Account Executive position at Thomson Reuters?

A Senior Account Executive at Thomson Reuters should be prepared to travel approximately 25-50% of the time to meet with clients. This allows you to directly engage with key decision-makers and foster strong business relationships.

Join Rise to see the full answer
What does the culture at Thomson Reuters look like for Senior Account Executives?

Thomson Reuters offers an inclusive and supportive culture that emphasizes personal and professional growth. As a Senior Account Executive, you'll experience a collaborative environment focused on teamwork, innovation, and diversity, ensuring you feel valued and empowered throughout your career.

Join Rise to see the full answer
Common Interview Questions for Senior Account Executive - MA/CT/NH
Can you describe your experience with prospecting new business?

When answering this question, emphasize specific strategies you've used in your previous roles. Share examples of how you identified and approached new prospects, and highlight your success in converting leads into customers.

Join Rise to see the full answer
How do you manage and prioritize your sales pipeline?

Discuss your methods for tracking and organizing your pipeline, perhaps mentioning tools like Salesforce. Explain how you assess potential and prioritize accounts based on revenue potential and urgency, ensuring no opportunity is overlooked.

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What techniques do you use to build relationships with C-level executives?

Focus on your consultative selling approach. Mention the importance of understanding their challenges, tailoring your solutions, and consistently following up to maintain connections that demonstrate your commitment to their success.

Join Rise to see the full answer
Describe a time when you exceeded sales targets.

Share a compelling story of when you not only met but surpassed your sales goals. Discuss the strategies you employed and the impact this success had on your team and organization.

Join Rise to see the full answer
How do you handle objections from potential clients?

Explain your method for addressing objections with empathy and understanding. Provide examples of how you've turned objections into opportunities by actively listening and offering tailored solutions.

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What is your approach to account management for large enterprise clients?

Illustrate your strategic approach to account management. Discuss how you create account plans, engage in proactive communication, and leverage cross-department resources to deliver the best outcomes for your clients.

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How do you ensure that you stay updated with industry trends?

Mention your commitment to continuous learning through industry news, networking, webinars, or relevant training. This shows you are proactive and dedicated to staying ahead of market changes.

Join Rise to see the full answer
Can you share an experience where you had to collaborate with multiple teams?

Provide a specific example of a successful collaboration. Discuss how you communicated across teams, aligned goals, and leveraged different expertise to fulfill a client's needs or drive a project forward.

Join Rise to see the full answer
What are some challenges you face in the sales process, and how do you overcome them?

Identify common challenges such as lengthy decision-making processes or competition. Discuss strategies you employ—like persistence and adaptability—that allow you to navigate these hurdles effectively.

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Why do you want to work as a Senior Account Executive at Thomson Reuters?

Express your enthusiasm for Thomson Reuters' mission and culture. Highlight specific aspects of the role and the impact you believe you can make, connecting your personal values with the company's purpose-driven work.

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Thomson Reuters (NYSE / TSX: TRI) informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. The company serves professionals across legal, tax, accounting, compl...

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DATE POSTED
April 10, 2025

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