Note: The job is a remote job and is open to candidates in USA. Thomson Reuters brings together trusted content and technology that help professionals and organizations make informed decisions. The Account Manager, CoCounsel Tax role drives revenue, retention, and expansion across prospects and customers migrating from legacy platforms, managing the sales and migration lifecycle. The role also develops customer relationships, positions AI-enabled solutions, coordinates demonstrations and pilots, and collaborates cross-functionally to accelerate adoption and protect and grow account value.
Responsibilities
- Own a book of business of prospects and existing customers migrating to CoCounsel Tax; carry an assigned quota for new business and for renewals, upsell, cross-sell, and net-new logo expansion within the install base
- Run full-cycle sales motions — discovery, solution positioning, demonstrations, proposal, negotiation, and close — for new business, migration-tied opportunities and adjacent expansion plays
- Protect and grow ARR by tying migration milestones to commercial outcomes (renewals on time, expanded entitlements, increased seat counts, added modules)
- Maintain accurate pipeline hygiene, next steps, forecast accuracy, and close dates in CRM (Salesforce)
- Forecast weekly with accuracy; meet or exceed quarterly and annual quota and KPIs
- Track migration health through milestones, adoption signals, and risk indicators; escalate proactively to protect revenue
- Maintain a territory plan that highlights key opportunities across new business and install base. Have a key action plan to prioritize opportunities, leverage cross-sell, and collaborate with territory account managers and front-line customer teams
- Build multi-threaded relationships across administrators, champions, and economic buyers to strengthen account and uncover growth opportunities
- Territory point of contact for strategic migration customers — pricing, packaging, entitlements, order processing, and renewal conversations
- Capture and act on customer feedback to inform product roadmap, deepen trust, and create expansion narratives
- Deliver compelling solution presentations and demonstrations — partnering with Solution Consultants — that translates migration value into business outcomes, ROI, and expansion rationale
- Position AI-enabled workflows, research automation, and CoCounsel Tax capabilities to drive adoption and expansion across the customer footprint
- Coordinate trials, POCs, and pilot programs that accelerate the commercial cycle
- Partner with Solution Consultants and Engineering on technical positioning and demonstrations
- Work with Customer Success and Account Specialist to ensure post-sales adoption protects renewal and creates expansion opportunities
Skills
- Remote based position will cover accounts across the US, must be based in the US
- 3–5+ years2 in B2B sales, account management, or customer-facing commercial roles with quota responsibility
- Demonstrated success selling, renewing, upselling, and cross-selling existing customers, with full-cycle deal experience
- Experience supporting or leading platform migrations, product transitions, or customer adoption programs tied to commercial outcomes
- Strong ability to translate customer workflows into solution narratives, business cases, and ROI conversations
- Excellent written and verbal communication, negotiation, and time management skills
- Proficiency with CRM (Salesforce or similar), sales engagement tools, CPQ/quoting, virtual demo platforms, and forecasting dashboards
- Must be able to support time zones across the region as required
- Experience in tax, legal, compliance, risk, information services, or SaaS
- Familiarity with CoCounsel Tax or enterprise research and knowledge platforms
- Experience selling or enabling AI-powered workflows (copilots, research automation, semantic search, agentic systems)
- Experience in enterprise environments with sensitivity to security, privacy, and procurement requirements
- Channel/partner sales exposure
- Customer focus and solution selling (Obsess Over Our Customers)
- Commercial acumen and negotiation (Aim for Greatness)
- Cross-functional collaboration and stakeholder management (Stronger Together)
- Adaptability, urgency, and a growth mindset (Act Fast, Learn Fast)
- Analytical thinking and pipeline discipline
- Resilient, coachable, and action-oriented
Benefits
- Work from anywhere for up to 8 weeks per year
- Flexible vacation
- Two company-wide Mental Health Days off
- Access to the Headspace app
- Retirement savings
- Tuition reimbursement
- Employee incentive programs
- Resources for mental, physical, and financial wellbeing
- Two paid volunteer days off annually
- Opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives
- Health insurance
- Dental insurance
- Vision insurance
- Disability insurance
- Life insurance
- 401k plan with company match
- 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 Accounts
- 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
- Access to Employee Stock Purchase Plan
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