Account Manager, CoCounsel Legal

This account manager position leads the migration of existing Thomson Reuters Corporate SMB customers to CoCounsel, working a defined list of assigned target accounts from first conversation through completed migration. You will be expected to meet/exceed migration and customer engagement activity targets (emphasis on account outreach, discovery conversations, and migration progression) as established.

This position supports the efforts of the SMB Corporates organization within Thomson Reuters Legal by accelerating CoCounsel adoption across our existing customer base. This role requires a seasoned, consultative seller who can quickly diagnose each customer's current workflows, articulate the value of CoCounsel, overcome resistance to change, and guide accounts through a smooth upsell transition.

Key Responsibilities

In this opportunity as a CoCounsel Account Manager, you will:

• Achieve and exceed monthly and annual migration quotas, measuring accounts migrated within set KPI's and sales processes
• Proactively engage decision-makers and end users at assigned accounts using outbound calls, emails, and LinkedIn Sales Navigator to schedule discovery and migration conversations
• Gather and log all call information, migration orders, and account activity within Salesforce, Thomson Reuters CRM system, correctly and accurately, ensuring migration status and stage are tracked for every target account
• Develop and deliver accurate migration forecasts and account-level progress reporting against the target list
• Identify and escalate migration risks (contract and renewal timing, technical or adoption blockers) and build account-specific plans to resolve them
• Assume other responsibilities as required or requested by Sales Management
• Own a defined list of existing Corporate SMB target accounts and drive each account from initial outreach through completed transition to CoCounsel

Relationship Management

• Serve as the trusted advisor for each assigned account through the migration, using consultative discovery to map current workflows to CoCounsel capabilities and demonstrate clear value
• Work with organizations (Customer Success, Onboarding and Training, Product Specialists, Order Fulfillment, Customer Service, etc.) throughout Thomson Reuters to ensure migrations are executed efficiently and accurately and customer issues are resolved in a timely manner
• Actively contribute to and works responsibly in a team environment, including collaborating with Account Managers and key stakeholders who own the broader customer relationship
• Capture customer feedback, objections, and competitive insights from conversations and share them to refine playbooks and product strategy
• Maintain expert knowledge of CoCounsel and the legacy products being migrated, along with migration programs and incentives within the sales division
• Actively participate in meetings, training sessions and individual professional development and skill building

Required Qualifications

You're a fit for the

if your background includes:

• Minimum of 4 years of B2B sales experience with a consistent record of quota attainment, ideally including customer conversions, incremental sales, renewals, or technology transitions
• College Degree in business, sales or related field strongly preferred
• Proven ability to manage a defined book of accounts and drive change with existing customers; outbound outreach experience required
• Experience selling AI, SaaS, or legal technology solutions strongly preferred
• Strong organizational and time management skills coupled with the ability to embrace change
• Pipeline management skills in the CRM environment required - Salesforce.com experience strongly preferred
• Proficient in Microsoft Office applications; including ability to demonstrate online products using web-based tools (Microsoft Teams, Zoom, WebEx, etc.)
• Excellent verbal and written communication skills
• Ability to negotiate migration terms, pricing, and timelines with customers within set parameters
• Demonstrated knowledge of proper telephone etiquette and professional attitude and integrity
• Legal industry knowledge or experience, particularly with corporate legal departments, strongly preferred
• Ability to manage multiple concurrent migrations and prioritize effectively across the assigned target list

• N/A

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