Growth Account Manager

Are you a commercially driven software sales professional with a proven ability to grow existing customer relationships, identify new revenue opportunities and expand account value? Thomson Reuters is looking for an experienced Growth Account Manager to accelerate growth across an assigned portfolio of corporate customers in Australia and New Zealand.

This is a quota-carrying sales role focused on expanding existing customer relationships, identifying cross-sell opportunities, increasing customer penetration and driving incremental revenue across the Thomson Reuters software portfolio. You will work closely with existing customers to understand their evolving business needs, identify opportunities where additional Thomson Reuters solutions can deliver value and lead commercial opportunities from initial engagement through negotiation and close.

Success in this role requires strong commercial judgement, proactive account development, consultative selling and the ability to build trusted relationships with senior customer stakeholders.

Key Responsibilities

• Own and exceed an assigned sales target across a defined portfolio of existing corporate customers.
• Proactively identify, develop and close cross-sell and expansion opportunities across the Thomson Reuters software portfolio.
• Develop account growth plans that identify customer whitespace, additional product opportunities and areas for increased account penetration.
• Build and maintain strong relationships with CFOs, Tax leaders, Finance executives, Technology teams and other key decision-makers.
• Conduct regular customer engagement and discovery to understand changing business priorities, operational challenges and future technology requirements.
• Generate qualified sales pipeline through proactive account engagement, targeted campaigns, customer referrals and collaboration with internal teams.
• Identify opportunities to introduce additional Thomson Reuters solutions into existing customer environments.
• Lead commercial sales opportunities from qualification and discovery through solution development, negotiation and contract execution.
• Partner with Solution Consulting, Product, Professional Services and Customer Success to develop compelling customer propositions.
• Work closely with Customer Success to identify expansion opportunities, support customer engagement and ensure alignment between customer outcomes and commercial growth.
• Develop business cases and articulate the commercial value and return on investment of additional Thomson Reuters solutions.
• Identify competitive displacement opportunities within existing accounts.
• Maintain strong opportunity qualification, account plans, pipeline coverage and forecast accuracy.
• Ensure appropriate coordination with Field BDMs to maintain clear account ownership and maximise growth opportunities.
• Maintain a strong understanding of the Thomson Reuters software portfolio, competitive landscape and evolving customer requirements.

Deliverables (Measure of Success)

• Achievement and over-performance against annual sales quota.
• Growth in revenue across assigned existing customer accounts.
• Consistent creation of qualified cross-sell and expansion pipeline.
• Increased adoption of additional Thomson Reuters solutions across the assigned portfolio.
• Improved customer penetration and identification of new buying centres.
• Successful conversion of expansion opportunities into closed revenue.
• Strong customer engagement and effective account growth planning.
• Consistent pipeline coverage, opportunity progression and forecast accuracy.
• Effective collaboration with Customer Success and other internal stakeholders to support sustainable account growth.

Required Qualifications

• 5+ years of successful B2B software/SaaS sales or account management experience, ideally within enterprise or mid-market environments.
• Bachelor’s degree in Business, Commerce, Finance, Economics, Technology or a related discipline preferred or equivalent.
• A demonstrated track record of achieving or exceeding individual sales or revenue growth targets.
• Proven experience identifying and closing cross-sell and expansion opportunities within existing customer accounts.
• Strong account planning and relationship-development capabilities.
• Experience managing consultative sales cycles involving multiple business and functional stakeholders.
• Strong commercial acumen and the ability to identify new revenue opportunities within established customer relationships.

Preferred Qualifications

• Experience selling enterprise Finance, Tax, Compliance, ERP-adjacent or workflow software.
• Experience managing and expanding corporate customer portfolios across Australia and New Zealand.
• Experience developing whitespace and competitive displacement opportunities within existing customer accounts.
• Familiarity with complex software environments involving multiple products, stakeholders and business functions.
• Experience working within a matrixed, multinational technology or software organisation.
• Confidence engaging with senior stakeholders, including Finance, Tax, Technology and Procurement leaders.
• Demonstrated ability to proactively create sales pipeline rather than relying solely on customer enquiries or inbound opportunities.
• Strong discovery, presentation, negotiation and consultative selling skills.
• Experience collaborating effectively with Customer Success, Solution Consulting, Product and Professional Services teams.
• Strong opportunity management and forecasting discipline.
• Experience using Salesforce or comparable CRM platforms.

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.
• 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.
• 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.
• 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.

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.