Job Description:

Sales Executive – Small Law Segment (England & Wales)
The Sales Executive is responsible for driving high-volume, high-velocity new business and retention
sales of CoCounsel into the 1–3 fee earner law firm segment across England & Wales. Working
closely with the Sales Manager, this role executes the day-to-day sales motion — converting
marketing-generated leads, self-sourcing new opportunities, and managing a fast-moving pipeline of
small firm prospects and existing customers.
This is a hands-on, transactional sales role rather than a long-cycle consultative one. Success
depends on speed, volume, and consistency: efficiently qualifying leads, running short and effective
sales conversations, closing deals quickly, and handing customers into a smooth digital onboarding
journey. The role directly supports CoCounsel's mission of helping the smallest firms compete for
work that was previously out of reach, by making adoption fast, simple, and low-friction.

Key Responsibilities
New Business Sales
• Manage a high-volume pipeline of inbound and self-sourced leads within the 1–3 fee earner
segment, applying disciplined qualification to prioritise effort on winnable opportunities.
• Run efficient, consultative sales conversations that quickly identify a prospect's pain points
and map CoCounsel's value directly to their day-to-day practice needs.
• Consistently meet or exceed monthly/quarterly new business sales targets through a high-
transaction, short-cycle sales approach, similar to the discipline required in comparable
small law sales functions where reps must manage inbound leads, prospect for new
opportunities and consistently apply superior salesmanship to win competitive
opportunities.
• Proactively prospect into non-customer firms within the segment (via outbound calling,
email, LinkedIn, referrals, and marketing-supplied lists) to build a healthy top-of-funnel
pipeline.
Retention & Account Growth
• Own a book of existing small firm CoCounsel customers within the segment, managing
renewals and proactively identifying churn risk.
• Spot and act on upsell/cross-sell opportunities within existing accounts (e.g. broader
CoCounsel adoption, additional users, complementary Westlaw/Practical Law content).
• Use product usage and engagement signals to prioritise outreach to accounts showing low
adoption, protecting retention rates for the segment.
Marketing Collaboration
• Work closely with Marketing to ensure timely, consistent follow-up on marketing-qualified
leads (MQLs), feeding back on lead quality and conversion outcomes.

Required Qualifications

• B2B sales experience: A proven track record in a high-volume, transactional B2B sales role with a quota. E
• History of hitting targets: Evidence that you consistently meet or exceed monthly or quarterly sales targets in a short-cycle sales environment.
• Strong prospecting skills: A track record of building your own pipeline through outbound calls, email, LinkedIn and referrals, alongside following up on inbound leads.
• Pipeline management: The ability to manage a large, fast-moving pipeline of new business and existing accounts, prioritising the opportunities most likely to close.
• CRM discipline: Hands-on experience with Salesforce or a similar CRM. You keep records accurate and up to date, and you forecast reliably.
• Consultative communication: You build rapport quickly, uncover a prospect's pain points in short conversations, and link product value directly to their day-to-day needs.
• Resilience and drive: You are comfortable with high daily and weekly activity levels and stay motivated when facing rejection and tough targets.
• Data-driven self-improvement: You track your activity and conversion numbers and use them to sharpen your approach.
• Collaboration: You work well within a structured sales process and with Marketing, Customer Success and Sales Management.
• Right to work: You are eligible to work in the UK.

Preferred Qualifications

• SaaS sales background: Experience selling software-as-a-service (SaaS) or subscription products, especially to small businesses or professional services firms.
• Full sales cycle ownership: Experience running the whole process yourself, from qualifying leads and prospecting to discovery, demos, handling objections, negotiating and closing.
• Legal market knowledge: Experience selling to law firms, or an understanding of how solicitors in small and high-street practices in England & Wales work and the commercial pressures they face.
• Legal tech product knowledge: Familiarity with Westlaw, Practical Law, LexisNexis, or practice management and legal research tools.
• AI and emerging tech fluency: Experience selling AI-powered or new technology products, including handling objections about trust, accuracy and data security.
• Product-led or digital sales experience: Experience selling where customers onboard digitally or through self-serve, and handing them over smoothly to onboarding or Customer Success teams.
• Sales methodology training: Formal training in a recognised approach such as SPIN, MEDDIC, Challenger or Sandler.
• Marketing alignment experience: Experience working closely with Marketing on marketing-qualified lead (MQL) follow-up, giving feedback on lead quality, and sharing insight from the market.
• Sales engagement tools: Familiarity with tools such as Outreach, Salesloft, LinkedIn Sales Navigator or ZoomInfo.
• Degree or equivalent: A degree in law, business or a related subject, or equivalent commercial experience.

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What’s in it For You?

• Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.

• 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.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

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