Account Executive - Legal News (Law 360 & Mlex)

About our Team: Law360® provides breaking legal news and analysis on the most important topics legal professionals, business leaders and regulators need to stay on top of issues, safeguard clients and sharpen their competitive edge. The award-winning journalism of Law360 keeps readers connected to the latest, most essential news and insights across 70+ practice areas, industries and jurisdictions, including federal litigation, business deals, mergers & acquisitions, security and more. Law360, which serves more than 2.7 million readers every day, is owned by LexisNexis Legal & Professional® and part of RELX, a global provider of information-based analytics and decision tools for professional and business customers. About the role The Account Executive drives new business and account expansion for Law360 and MLex within an assigned legal market territory. This role owns the full sales cycle, from prospecting and discovery through demonstrations, proposals, negotiation, and closing. The Account Executive builds relationships with law firm decision-makers and demonstrates how legal news and regulatory intelligence support legal practice, client service, and business development. Success requires consultative selling, disciplined territory management, accurate forecasting, and effective collaboration with account teams and Customer Success. Individual contributor position with responsibility for coordinating internal resources and influencing account strategy. No direct supervisory responsibilities. Responsibilities: Territory Strategy and Revenue Growth: Develop and execute a territory plan to achieve sales goals. Identify prospective customers, prioritize opportunities, and expand Law360 and MLex adoption within existing accounts. Prospecting and Pipeline Development: Generate qualified opportunities through direct outreach, referrals, account research, industry events, and collaboration with internal sales partners. Maintain sufficient pipeline to support consistent performance. Customer Discovery: Understand each firm’s practice areas, industry focus, information needs, purchasing process, and business priorities. Identify decision-makers, influencers, budget owners, and potential barriers to purchase. Consultative Selling: Connect Law360 and MLex offerings to customer needs. Clearly explain their respective value and complementary coverage, and recommend subscriptions that align with the firm’s priorities. Product Demonstrations and Trials: Deliver tailored presentations and demonstrations. Coordinate with product specialists and Customer Success to establish trial objectives, engage relevant users, assess feedback, and advance purchasing decisions. Relationship Management: Build relationships with attorneys, practice leaders, library and knowledge management professionals, business development teams, and firm leadership. Develop relationships across multiple stakeholders to support informed purchasing decisions. Proposals and Negotiation: Prepare clear proposals and business justifications. Address objections, negotiate within approved pricing and contract guidelines, and secure agreements. Cross-Functional Collaboration: Partner with account executives, client managers, Customer Success, marketing, and product teams to coordinate account strategies and provide a smooth transition from sale to adoption. CRM and Forecast Discipline: Maintain accurate opportunity records, sales activities, close dates, customer commitments, and next steps in Salesforce. Provide timely forecasts supported by documented progress. Market and Customer Insight: Stay informed about legal industry developments, regulatory trends, competitors, and customer feedback. Share insights that inform sales strategy and product improvements. Professional Development: Maintain strong product knowledge and continually improve legal industry expertise, presentation skills, and sales effectiveness. Share successful approaches with colleagues. Requirements: Bachelor’s degree or equivalent relevant professional experience. Juris Doctor (JD) preferred. Three to six years of successful consultative sales experience, preferably selling legal information, subscription services, business intelligence, or software to law firms or legal departments. Demonstrated ability to manage the full sales cycle, develop new business, and achieve revenue goals. Understanding of law firm operations, legal practice areas, and purchasing processes. Ability to explain how legal news and regulatory intelligence support attorneys and other law firm stakeholders. Experience delivering presentations, product demonstrations, proposals, and contract negotiations. Proficiency with Salesforce or a comparable CRM and relevant prospecting tools. Ability to manage a territory independently while coordinating effectively with internal partners. Core Skills Consultative selling and customer discovery New business development and account expansion Legal market and product knowledge Relationship building and stakeholder engagement Presentations and product demonstrations Negotiation and objection handling Territory planning and opportunity management Forecasting and CRM discipline Cross-functional collaboration Adaptability, problem solving, and accountability Work in a way that works for you: We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals. Working for you: We know that your wellbeing and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer: ● Health Benefits: Comprehensive, multi-carrier program for medical, dental and vision benefits ● Retirement Benefits: 401(k) with match and an Employee Share Purchase Plan ● Well