Business Development Manager, SMB

Are you a driven sales professional looking to make a real impact in a rapidly evolving industry? Thomson Reuters is seeking a Business Development Manager, SMB to spearhead new business growth across our legal and AI solutions portfolio — including Westlaw Japan, CoCounsel, and Practical Law — within the small and medium-sized business (SMB) market.

As a Business Development Manager within the Small & Medium Business (SMB) segment, you will be responsible for driving new business growth across assigned accounts and territories. You will proactively identify, engage, and convert prospective customers while expanding existing customer relationships through consultative sales of Thomson Reuters Legal solutions, including Westlaw Japan, CoCounsel, Practical Law, and related offerings.

About the Role

In this opportunity as Business Development Manager (SMB), you will:

Own the full sales cycle from prospecting to close for new business opportunities within the SMB and Mid-Market segments.
Generate qualified pipeline through outbound activities including calls, emails, social selling, events, webinars, and customer referrals.
Position Thomson Reuters’ legal content, research, workflow, and AI-powered solutions to address customer business challenges and strategic initiatives.
Build trusted relationships with legal departments, law firms, government agencies, financial institutions, and educational organizations.
Collaborate closely with Product, Marketing, Customer Success, and Solution Consulting teams to maximize customer value and accelerate sales opportunities.
Maintain accurate pipeline, forecasting, and sales activity records within CRM systems.
Consistently achieve or exceed assigned quota, pipeline creation, and revenue growth targets.
Gather and communicate customer feedback, competitive intelligence, and market insights to support business growth and product innovation.

About You

You're a strong fit for the Business Development Manager (SMB) role if you have:

3–5 years of successful business development, SaaS/software, information services, or solution sales experience, preferably serving SMB to Mid-Market customers.
Proven track record of creating pipeline and closing new business opportunities.
Strong consultative selling and discovery skills with the ability to understand customer challenges and translate them into business value.
Excellent written and verbal communication and presentation skills.
Ability to build relationships with multiple stakeholders and decision makers.
Commercial acumen and analytical skills to evaluate sales performance data and develop effective territory and account strategies.
Self-motivated, highly organized, and comfortable working in a fast-paced growth environment.
Ability to collaborate effectively across Sales, Marketing, Product, Customer Success, and other internal teams.
Experience with CRM systems (Salesforce preferred) and modern sales engagement tools.
Interest in legal technology, AI solutions, workflow software, or professional information services is preferred.

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What’s in it For You?

Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
Flexibility & Work-Life Balance: 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. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
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. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
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.
Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency. Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

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More information about Thomson Reuters can be found on thomsonreuters.com.

Thomson Reuters

Business Development Manager - Legal & AI Solutions, SMB

About the Job

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Business Development Manager, SMB

About the Company

Thomson Reuters

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