Acquisition Sales Specialist MLF

Thomson Reuters Holdings Inc • Ann Arbor, MI • 9h ago

The Acquisition Sales Specialist is a quota-carrying, full-cycle sales role focused exclusively on acquiring net-new customers within our Mid Sized Law Firm (MLF) segment. This role is foundational to building a scalable new-logo engine, and your performance will directly shape our go-to-market strategy and long-term growth trajectory.

The product bag will have a heavy emphasis on leading with CoCounsel Legal and CoCounsel and all our AI tools, while also promoting Westlaw/Practical Law and our Partnership products, Supio and DeepJudge and others, depending on the situation and fit/need.

This is an overlay role, but different than other roles and not a support role or a tag-along function. Acquisition Reps own the entire sales process, from first touch through closed won, inside a clearly defined territory. Success is driven by real quotas, operational data, and performance KPIs that measure pipeline creation, conversion efficiency, and closed-won revenue. This role does not include renewals or expansion revenue with existing customers, nor reactive account management unrelated to net-new acquisition.

Each Acquisition Specialist will have a dotted line to a Regional Core Growth Manager and will be embedded with that manager's team to promote collaboration and strategic alignment.

About the Role

In this role as a Acquisition Sales Specialist, you will:

Own full-cycle sales of net-new Core Growth MLF accounts (49 attorneys)

Conduct outbound prospecting into white space accounts within the MLF segment

Perform account research, prioritization, and multi-threaded engagement

Lead discovery, demos, deal strategy, pricing, negotiation, and closing

Manage pipeline that supports monthly and quarterly quota attainment

Maintain accurate CRM usage and disciplined sales process execution

Collaborate with your aligned MLF Manager to support pod-level priorities and segment strategy

Attain net-new pipeline creation targets per month

Achieve closed-won revenue from first-time Core Growth Law Firm customers

Demonstrate strong conversion rates from target account to qualified opportunity and high win rates on sourced opportunities

Optimize average deal cycle time while meeting activity KPIs tied directly to new logo production

About You

You're a fit for the Acquisition Sales Specialist if your background includes:

5+ years of experience in quota-carrying B2B sales or new logo acquisition

Demonstrated ability to generate pipeline through outbound prospecting

Experience selling into law firms or professional services preferred

Strong discovery, qualification, and closing capabilities

Data-driven, highly accountable, and coachable

Ability to thrive in a pod model while maintaining full deal ownership

Finding enjoyment in your job and bringing positive energy to the team

Ability to challenge the status quo and look for better ways to win

Demonstrate a strong will to win while operating with integrity

Championing teammates' success and jump in to help the full team succeed

Ability to test new approaches within established boundaries and pivot quickly based on desired outcomes

LI-AY1

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 program

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