Account Manager - Lexology PRO

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Account Manager - Lexology PRO

Department: Commercial

Employment Type: Full Time

Location: London

Reporting To: Charlotte Desouza

Description

About Lexology PRO
At Law Business Research (LBR), we empower legal and compliance teams with the regulatory intelligence they need to make confident, timely decisions. Lexology PRO is our premium research and insight platform used by global in-house counsel and leading law firms - including FTSE100 companies across EMEA, as well as world recognised brands such as Apple, Amazon, Uber, Red Bull, and Chanel.

With 30% YoY growth, Lexology PRO is one of the fastest-scaling products in our portfolio. As demand increases across the region, we are expanding our commercial team and hiring experienced, growth-focused Account Managers to unlock new revenue and deepen client value.

Role Overview

As an Account Manager, you will own a portfolio of accounts across EMEA and be accountable for driving renewal, expansion, and whitespace revenue.

You will engage key stakeholders within FTSE100 firms and other major organisations, leading insight-driven discussions that link regulatory developments, workflow challenges, and business needs to clear commercial value.

This is a strategic, quota-carrying commercial role, focused on growing accounts through value-led selling, strong stakeholder management, and structured account planning.

Key Responsibilities

Account Growth & Commercial Expansion

• Identify and execute growth opportunities, including whitespace development, new department engagement, and increased adoption of Lexology PRO.
• Position Lexology PRO as part of the client's regulatory and legal workflow, demonstrating how our insights enhance efficiency and reduce risk.
• Lead commercial conversations to promote new use cases, additional team adoption, and expanded workflows.
• Manage the full commercial cycle for upsell and cross-sell opportunities - from qualification to negotiation and close.
• Maintain a strong and accurately forecast growth pipeline

Strategic Account Management

• Run strategic review meetings that demonstrate Lexology PRO's value and uncover new expansion opportunities.
• Strengthen multi-level stakeholder relationships across FTSE100 and other key accounts, building advocacy for the platform.

Renewal & Negotiation

• Own renewal cycles with a commercial mindset, ensuring strong retention while identifying opportunities to extend usage and deepen account penetration.
• Navigate procurement, budget, and contract negotiations confidently and professionally.

InsightLed Conversations & Workflow Enablement

• Hold consultative discussions about clients' regulatory research workflows, monitoring processes, and reporting needs, identifying where Lexology PRO delivers efficiency and impact.
• Help clients understand how Lexology PRO integrates into and improves their existing workflows.

CrossFunctional Collaboration

• Collaborate with Customer Success, Product and Content to ensure strong adoption, surface product insights, and support content and feature development based on client needs.

Performance & Growth Mindset

• Consistently achieve or exceed renewal and expansion targets.
• Contribute to a collaborative, high performance team culture.

Skills, Knowledge and Expertise

Required Experience

• Minimum 2+ years in a quota carrying B2B account management or sales role.
• Demonstrated success in growing accounts, not just retaining them.
• Confident managing commercial conversations, negotiating contracts, and navigating complex stakeholder groups.
• Strong communication skills with the ability to influence C- suite

Desirable Experience

• Experience meeting clients face-to-face, building strong relationships, and leading in-person discussions.
• Familiarity with subscription-based, data-driven, or workflow-based solutions.
• Experience in workflow discovery or selling into process-driven teams is beneficial.
• Apply structured sales methodologies (e.g., MEDDPICC, Challenger, SPIN) to run high-quality commercial cycles.

Core Competencies

• Commercially astute with a growth mindset
• Strong relationship builder with excellent stakeholder management.
• Organised, structured, and capable of owning a revenue target.
• Resilient, proactive, and motivated by achieving growth outcomes.

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)

After 4 months employment:

• Life assurance

After probation:

• Cycle to work scheme
• Season ticket loan
• GBP 350 annual wellbeing allowance to contribute to gym memberships or fitness classes
• Puregym access
• Perks at work platform access

After 1 year service:

• Private healthcare

Additional Perks:

• Company socials
• Access to Employee Affinity Networks
• Mentoring scheme
• Volunteering Day
• Mortgage Advice
• Work from anywhere (2 weeks)
• Generous parental leave

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.'