Account Executive, Large Corporates

Why LBR? An amazing market position, enviable growth, collaboration and wonderful people are just some of the reasons to further your career with Law Business Research. Our culture is shaped by our core values that promote equality, agility, and respect in everything we do. Law Business Research has been selected as a winner for the 2024 Inspiring Workplaces Awards. We’re proud of our inclusive and inspiring culture here at LBR and we remain committed to creating a positive workplace for all our employees We are happy to share that we have partnered with Business Disability Forum to help us on our journey to becoming a more inclusive employer and achieving Level 2 Disability Confident Accreditation. We also take our place in this world of ours very seriously and engage in a wide variety of charitable and community based initiatives. We work extensively with Swawou School in Sierra Leone, which we established to provide education for 120 girls, and on an ongoing basis we underwrite the school’s costs. ‘We are proud to be an equal opportunities employer and are committed to ensuring that all candidates are given the same opportunity to succeed regardless of their sex, gender identity/expression or reassignment, sexual orientation, marital status, race, colour, nationality, ethnic or national origin, religion, age or disability.’ The Role: Lexology PRO is LBR’s Legal, Risk and Compliance focused research tool designed specifically for the In-House professional and has seen high double digit growth for the past 4 years since launch. We are dramatically expanding our global new business drive into the Corporates market and are seeking an Account Executive, Large Corporates, Lexology PRO to help us on this journey. We have a well developed sales methodology and a huge total addressable market, of which we are only just starting to scratch the surface. Key Responsibilities • Thoroughly research and understand the needs and structures of large prospective businesses to be highly targeted in your approach. • Utilise our database of over 800K subscribers to build “champions” within target organisations who can refer you to the General Counsel/CLO and other key decision makers in the legal/compliance team. • Negotiate and manage multi-stakeholder sales with global clients and manage their procurement processes. • Work closely with our Marketing and Content teams to provide valuable market as well as specific client feedback to help shape the future of the product. • Occasional travel to client sites/events/conferences within territory • Provide prospects with detailed proposals, product demonstrations, and consultations, in person or online. • Accurately report internal administration: CRM activity log, sales pipeline forecasting, monthly reports to management and proposal preparation • Build a strong working knowledge of Legal/Compliance intelligence space and company product positioning • Work closely with Customer Success and Account Management to ensure a good onboarding experience for new clients. Skills Knowledge and Expertise Excellent negotiation and communication skills, particularly a highly professional telephone manner. Self-motivated and driven to achieve targets Skills with the ability to “Own the Room”. Soft Skills include Communication, Co-ordination, and business consensus Natural new business hunter looking to ensure a positive outcome for the organisation. Customer focused – excellent understanding of customer needs alongside business drivers and experience of using that knowledge to set priorities, solve operational issues and drive revenue growth. At least 3 years of B2B New Business sales experience using a defined sales methodology Success in, and experience of, consultative selling to multiple stakeholders, ideally into Corporates Excellent interpersonal, verbal, and written communication Proven track record in hitting targets Experience in managing multi-stakeholder sales and negotiating contract/procurement processes. Organised, detail-oriented with the ability to multi-task, prioritize and respond quickly Highly proficient in MS Office and CRM systems. Experience with Salesforce is preferred Sales motivated, team-focused attitude, and willingness to collaborate with peers, product management, and internal key constituents at the firm Benefits Our people are our most valuable asset, as such, we offer a wide range of benefits to help ensure that all are supported: Start of employment: Eye Care Employee Assistance Programme A day off for your birthday After 3 months employment: Pension (4% employer contribution and 4% employee contribution) Cycle to Work scheme Season ticket loan £350 annual wellbeing allowance to contribute to gym membership & fitness classes After 4 months and 1 year's service: Life assurance after 4 months Private healthcare after 1 years’ service Additional Perks: Company socials e.g., Christmas and Summer parties Access to Employee Affinity Networks Mentoring scheme Volunteering Day Mortgage Advice We are committed to making our organisation an inclusive, respectful & engaging place to work with a culture shaped by our core values that promote equality, collaboration & respect in everything we do. We are proud to be part of the Disability Confident Scheme, meaning we are committed to being inclusive and accessible, which starts with our application and recruitment process. If you do require any reasonable adjustments to be made, please let us know as part of our application page.