Note: The job is a remote job and is open to candidates in USA. Thomson Reuters is seeking an ABM Specialist to join their High Value Growth team within the Legal Professionals business, focusing on the Mid Law market. The role involves partnering with Account Executives to create engagement strategies for greenfield accounts and executing account-specific outreach campaigns based on data and insights.
Responsibilities
- Partner with field AEs to build and maintain account plans for priority greenfield accounts, mapping buying committees and key personas — including Managing Partners, Practice Group Leaders, Directors of Legal Operations, and IT leadership — and developing tailored engagement strategies per account
- Define the right mix of tactics for each account based on deal stage, firm size and structure, intent data, and sales signals, contributing to quarterly territory planning through account-level insights and prioritization recommendations
- Maintain a current understanding of how Mid Law firms are adopting AI, managing research workflows, and evaluating legal technology — and how Thomson Reuters' solutions (Westlaw, CoCounsel, Practical Law, and others) address those needs
- Design and execute bespoke, account-specific outreach sequences and engagement plays in close collaboration with field AEs, leveraging Gong Engage to build, sequence, and manage proactive outreach from brief through launch to follow-through
- Develop targeted messaging frameworks that speak to each firm's specific priorities — whether AI adoption in legal research, associate efficiency, practice group-specific workflows, or competitive displacement
- Coordinate multi-channel tactics — including direct outreach, digital, executive engagement, and events — tailored to greenfield Mid Law accounts
- Monitor and action intent signals (e.g., Bombora, 6sense, G2) to identify Mid Law firms showing in-market buying behavior, and synthesize data from multiple sources — CRM, firm growth signals, lateral hire activity, practice area expansions, and legal market trends — into clear, actionable briefings for the field
- Build and maintain account dashboards in Salesforce to track engagement, pipeline influence, and funnel progression, continuously optimizing ABM program performance based on results
Skills
- 3–5 years of experience in ABM, demand generation, or a GTM/sales strategy role — ideally within Enterprise SaaS — with a proven track record of building account-based programs that directly influenced pipeline in net-new or greenfield accounts
- Hands-on experience with intent data platforms (e.g., 6sense, Bombora, G2), Salesforce CRM, and Gong Engage or a similar sales engagement platform
- Strong ability to work cross-functionally with field sales — you are comfortable in deal reviews, QBRs, and account planning sessions
- A bias for action: you can translate strategy into specific tactics quickly and without waiting for a perfect brief
- Strong written communication and analytical skills — you craft account-specific messaging that resonates with Mid Law buyers, use data to prioritize decisions, and tell a clear story about pipeline impact
- Familiarity with the legal technology landscape and Mid Law buying dynamics — including AI-driven legal research, workflow automation, how firms evaluate and procure technology, and the role of practice group influencers and Managing Partners in the decision process
- Experience selling or marketing to law firms, particularly in the Mid Law segment (50–500 attorneys)
- Exposure to Thomson Reuters' product suite (Westlaw, CoCounsel, Practical Law) or competitive platforms (LexisNexis, Relativity, iManage, etc.)
Benefits
- 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.
- Flexible work arrangements, including work from anywhere for up to 8 weeks per year
- 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.
- Grow My Way programming and skills-first approach
- 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.
- Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more.
- Social Impact Institute
- Two paid volunteer days off annually
- Opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives
- Market competitive health, dental, vision, disability, and life insurance programs
- Competitive 401k plan with company match
- Competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave
- 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 Plan
- Commuter benefits
- Adoption & Surrogacy Assistance
- Tuition Reimbursement
- Access to Employee Stock Purchase Plan
- Annual Bonus based on a combination of enterprise and individual performance
Company Overview
Thomson Reuters (TSX/NDAQ: TRI) informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. It was founded in 2008, and is headquartered in Singapore, Central Region, SGP, with a workforce of 10001+ employees. Its website is https://thomsonreuters.com.sg.