Job Description: Sales Manager – Small Law SegmentThe Sales Manager – Small Law Segment is a pivotal growth role responsible for driving the expansion of CoCounsel across small law firms in England & Wales.
Find out exactly what skills, experience, and qualifications you will need to succeed in this role before applying below.
This role owns both retention of the existing small law customer base and new logo acquisition, ensuring CoCounsel becomes the trusted AI assistant of choice for smaller practices looking to compete more effectively against larger, better-resourced firms.CoCounsel is designed to help level the playing field for smaller firms.
CoCounsel Essentials is a 'right-sized' AI solution designed to automate core legal tasks like document analysis, research, and drafting, bridging the gap between basic tools and costly enterprise systems.
By using features like the CoCounsel Library and agentic workflows, firms are freed from routine tasks to focus on high-value strategic work and client relationships.
This role will directly enable small firms to punch above their weight and pursue matters that were previously out of reach.Given the nature of this segment, success depends on high-velocity, high-volume sales motions — this is not a long, consultative enterprise sales cycle.
It requires slick pipeline management, rapid deal conversion, and seamless digital onboarding, all closely coordinated with Marketing to keep demand generation and conversion tightly aligned.Key ResponsibilitiesSegment Growth & Sales DeliveryOwn and deliver the sales target for CoCounsel across the small law (typically sole practitioner to circa 1–3 fee earner) segment in England & Wales.Build and manage a high-velocity sales pipeline, balancing a large volume of opportunities with efficient qualification and conversion — reflective of the broader small law model where each territory consists of a large base of small/solo firms.Drive new business acquisition while protecting and growing the existing footprint, supporting efforts to grow the CoCounsel footprint and retain existing customers.Retention & RenewalsProactively manage the renewal book for existing CoCounsel small law customers, identifying churn risk early and building retention plays.Identify upsell and cross-sell opportunities (e.g., broader CoCounsel/Westlaw/Practical Law adoption) within the existing base.Use usage and engagement data to prioritise at-risk accounts and drive proactive intervention.Marketing AlignmentWork in lockstep with Marketing to align campaign timing, messaging, and lead generation with sales capacity and targets.Feed market and customer insight back to Marketing to continually refine positioning, particularly around the "compete beyond your size" value proposition.Ensure a smooth, closed-loop lead management process from marketing-qualified lead through to closed-won and onboarded customer.Digital Onboarding & TrainingChampion a digital-first, scalable onboarding experience that gets small firms live and confident with CoCounsel quickly, minimising time-to-value.Oversee or coordinate lightweight, self-serve and digitally delivered training resources, recognising that the platform works with existing Thomson Reuters subscriptions to Westlaw and Practical Law, providing immediate access to trusted legal content — no complex setup process or months-long training period required.Work with Customer Success/Support functions to ensure onboarding friction is minimised and adoption is tracked as a leading indicator of retention.Commercial & Operational ExcellenceMaintain accurate and disciplined pipeline data and forecasting within the CRM (e.g.
Salesforce), ensuring credit is properly attributed and reporting is reliable.Apply consultative, solution-based selling within a fast-paced, high-transaction environment, similar to the discipline required in comparable small law sales functions where reps must manage inbound leads, prospect for new opportunities and consistently apply superior salesmanship to win competitive opportunities.Collaborate cross-functionally with Product, Customer Success, Legal, and Finance/Credit teams to ensure smooth deal execution and
Sales Manager in Kennington employer: Thomson Reuters
Thomson Reuters is an exceptional employer, offering a dynamic work environment where innovation thrives and employees are empowered to lead the development of cutting-edge AI solutions. With a strong commitment to work-life balance, comprehensive benefits, and a culture that prioritises inclusion and professional growth, employees can expect to make a meaningful impact while advancing their careers in a globally recognised organisation. The hybrid work model and opportunities for community engagement further enhance the appeal of working in London, a vibrant hub for technology and legal expertise.
