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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in consultative sales within the legal industry, effectively managing the full sales cycle and developing new business opportunities. Proficient in delivering tailored presentations, product demonstrations, and contract negotiations while maintaining strong relationships with law firm stakeholders.
Highest-signal resume keywords
Consultative Sales ExperienceSalesforce ProficiencyLegal Industry KnowledgePresentation SkillsContract Negotiation
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales Cycle ManagementBusiness DevelopmentProposal PreparationAccount ResearchPipeline Management
Soft Skills
Relationship BuildingCollaborationCommunication
Tools & Technologies
SalesforceCRM SoftwareProspecting Tools
Certifications & Qualifications
Bachelor’s DegreeJuris Doctor (JD) Preferred
Industry Keywords
Legal InformationSubscription ServicesBusiness IntelligenceLaw Firm OperationsRegulatory Intelligence
About the role
Key responsibilities & impact- Develop and execute a territory plan to achieve sales goals
- Identify prospective customers, prioritize opportunities, and expand Law360 and MLex adoption within existing accounts
- Generate qualified opportunities through direct outreach, referrals, account research, industry events, and collaboration with internal sales partners
- Maintain sufficient pipeline to support consistent performance
- Understand firms’ practice areas, industry focus, information needs, purchasing processes, and business priorities
- Identify decision-makers, influencers, budget owners, and potential barriers to purchase
- Connect Law360 and MLex offerings to customer needs and recommend aligned subscriptions
- Deliver tailored presentations and product demonstrations
- Coordinate trials with product specialists and Customer Success
- Build relationships with attorneys, practice leaders, library and knowledge management professionals, business development teams, and firm leadership
- Prepare proposals and business justifications, negotiate within approved guidelines, and secure agreements
- Partner with account executives, client managers, Customer Success, marketing, and product teams
- Maintain accurate opportunity records, sales activities, close dates, customer commitments, and next steps in Salesforce
- Provide timely forecasts supported by documented progress
- Monitor legal industry developments, regulatory trends, competitors, and customer feedback
- Maintain product knowledge and improve legal industry expertise, presentation skills, and sales effectiveness
- Share successful approaches with colleagues
Requirements
What you’ll need- Bachelor’s degree or equivalent relevant professional experience
- Juris Doctor (JD) preferred
- Three to six years of successful consultative sales experience
- Preferably experience 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
Benefits
Comp & perks- Comprehensive medical, dental and vision benefits
- 401(k) with match
- Employee Share Purchase Plan
- Wellness platform with incentives
- Headspace app subscription
- Employee Assistance and Time-off Programs
- Short- and Long-Term Disability Insurance
- Life and Accidental Death Insurance
- Critical Illness Insurance
- Hospital Indemnity
- Bonding and family care leaves
- Adoption and surrogacy benefits
- Health Savings, Health Care, Dependent Care and Commuter Spending Accounts
- Annual Paid Time Off
- Up to two days of paid leave to participate in Employee Resource Groups
- Up to two days of paid leave to volunteer with a charity of choice
- Shared parental leave
- Study assistance
- Sabbaticals
- Wellbeing initiatives