Job at a glance
Job Description: Responsible for new business development (completely new sales) of Westlaw, Practical Law, and other legal solution and workflow tools to prospective customer base of in-house legal, intellectual property, and compliance departments of corporations. Candidate must reside in the New England territory. Boston, Rhode Island, and Connecticut are the preferred locations. Key Responsibilities: Meet or exceed new sales quota of Westlaw, Practical Law, and other legal solutions tools and products Demonstrate, sell, and build pipeline across the whole product bag Conduct face-to-face appointments and meetings: 8 meetings per week with new customers Meet and exceed monthly quota expectations consistently Maintain a pipeline of at least 3x quota Develop and leverage peer and team networks Update, maintain, and manage salesforce.com on an ongoing and consistent basis Required Qualifications: New business mining, deep and constant prospecting, utilizing cold/warm calling skills to develop a high volume of new business opportunities, including skillful and consistent prospecting, cold-calling, sales pitch, and overall business development acumen.
Sales Planning: Understand opportunity within assigned territory and execute sales plan to capture growth New Customer Sales: Drive Westlaw, Practical Law, and legal solutions sales to new customers Client Relationships: Leverage knowledge of legal industry and opportunities to build trust and respect with prospective customers Sales Skills: Ability to facilitate shorter-term transactional sales utilizing consultative selling skills coupled with the ability to navigate a long and complex software and solutions sales cycle Consultative Selling Skills: listen, ask probing questions to uncover customer needs and needs beyond those stated, and quickly gain trust and credibility Business Acumen: strong understanding of our customers’ business Effective sales presentation skills: engage in two-way dialogue to effectively tie value proposition back to customer needs Forecasting Skills: ability to forecast with 95% accuracy Team Communication: collaborate and communicate regularly and effectively within team and across the organization.
Relationship and Influencing Skills: ability to build relationships and influence all levels within an organization, including senior management and C-Suite. Preferred Qualifications: Minimum of 4-5 years direct field sales experience, preferably in the corporate sector, with exemplary track record of sales quota overachievement 4-year college degree required, JD or MBA preferred Able to work from home office and travel to customer locations Must have competency and established experience using salesforce.com Job will require minimum of 50% travel per month Must exhibit a passion for sales, customer service, and the legal industry #LI-D2E 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 reputa