The Account Executive, CoCounsel Tax Migration & Growth is a quota-carrying sales role responsible for driving revenue, retention, and expansion across new prospects and customers transitioning from legacy platforms to CoCounsel Tax. This role owns the commercial relationship through the sales and migration lifecycle — prospecting and conducting discovery through close and converting migration moments into renewal protection, upsell, cross-sell, and new logo opportunities. The Account Executive partners closely with Solution Consultants, Customer Success, Account Specialist, and Associate Sales Specialist roles to accelerate adoption, protect ARR, and grow account value.
Location: remote based position will cover accounts in the east region.
About the Role:
In this opportunity as an Account Executive you will:
Sales Execution & Revenue Growth
- Own a book of business of prospects and existing customers migrating to CoCounsel Tax; carry an assigned quota for new business and for renewals, upsell, cross-sell, and net-new logo expansion within the install base.
- Run full-cycle sales motions — discovery, solution positioning, demonstrations, proposal, negotiation, and close — for new business, migration-tied opportunities and adjacent expansion plays.
- Protect and grow ARR by tying migration milestones to commercial outcomes (renewals on time, expanded entitlements, increased seat counts, added modules).
- Maintain accurate pipeline hygiene, next steps, forecast accuracy, and close dates in CRM (Salesforce).
- Forecast weekly with accuracy; meet or exceed quarterly and annual quota and KPIs.
- Track migration health through milestones, adoption signals, and risk indicators; escalate proactively to protect revenue.
- Maintain a territory plan that highlights key opportunities across new business and install base. Have a key action plan to prioritize opportunities, leverage cross-sell, and collaborate with territory account managers and front-line customer teams.
Customer Relationship Management
- Build multi-threaded relationships across administrators, champions, and economic buyers to strengthen account and uncover growth opportunities.
- Territory point of contact for strategic migration customers — pricing, packaging, entitlements, order processing, and renewal conversations.
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- Capture and act on customer feedback to inform product roadmap, deepen trust, and create expansion narratives.
Solution Positioning & Demonstration
- Deliver compelling solution presentations and demonstrations — partnering with Solution Consultants — that translates migration value into business outcomes, ROI, and expansion rationale.
- Position AI-enabled workflows, research automation, and CoCounsel Tax capabilities to drive adoption and expansion across the customer footprint.
- Coordinate trials, POCs, and pilot programs that accelerate the commercial cycle.
Cross-Functional Collaboration
- Partner with Solution Consultants and Engineering on technical positioning and demonstrations.
- Work with Customer Success and Account Specialist to ensure post-sales adoption protects renewal and creates expansion opportunities.
About You:
You're a fit for the role of Account Executive if you have:
- 3–5+ years in B2B sales, account management, or customer-facing commercial roles with quota responsibility.
- Demonstrated success selling, renewing, upselling, and cross-selling existing customers, with full-cycle deal experience.
- Experience supporting or leading platform migrations, product transitions, or customer adoption programs tied to commercial outcomes.
- Strong ability to translate customer workflows into solution narratives, business cases, and ROI conversations.
- Excellent written and verbal communication, negotiation, and time management skills.
- Proficiency with CRM (Salesforce or similar), sales engagement tools, CPQ/quoting, virtual demo platforms, and forecasting dashboards.
Preferred Qualifications And Skills
- Experience in tax, legal, compliance, risk, information services, or SaaS.
- Familiarity with CoCounsel Tax or enterprise research and knowledge platforms.
- Experience selling or enabling AI-powered workflows (copilots, research automation, semantic search, agentic systems).
- Experience in enterprise environments with sensitivity to security, privacy, and procurement requirements.
- Channel/partner sales exposure.
- Customer focus and solution selling (Obsess Over Our Customers)
- Commercial acumen and negotiation (Aim for Greatness)
- Cross-functional collaboration and stakeholder management (Stronger Together)
- Adaptability, urgency, and a growth mindset (Act Fast, Learn Fast)
- Analytical thinking and pipeline discipline
- Resilient, coachable, and action-oriented
- Must be able to support time zones across the region as required.
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What’s in it For You?
- 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.
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 Pl
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