Sales Manager

About our Team:  

LexisNexis Legal & Professional, which serves customers in more than 150 countries with 11,800 employees worldwide, is part of RELX, a global provider of information-based analytics and decision tools for professional and business customers. Our company has been a long-time leader in deploying AI and advanced technologies to the legal market to improve productivity and transform the overall business and practice of law, deploying ethical and powerful generative AI solutions with a flexible, multi-model approach that prioritizes using the best model from today’s top model creators for each individual legal use case.

About the Role:

The Sales Manager is responsible for leading the acquisition of new customers and delivering revenue growth for LexisNexis research solutions. The role leads a team focused on winning new business across legal market segments by using consultative, value-based selling to position LexisNexis legal research, guidance and AI-enabled solutions, including platforms such as Lexis+ South Africa, Lexis+ AI South Africa, Lexis Library, Practical Guidance and related research products. The role combines commercial leadership, people management, pipeline development, forecasting discipline, product-led solution selling and cross-functional collaboration to achieve monthly, quarterly and annual growth targets

Key Responsibilities

Sales Leadership and Revenue Delivery

• Lead and motivate the Research New Sales team to consistently achieve and exceed monthly, quarterly, and annual revenue objectives.
• Drive new customer acquisition and accelerate new-logo growth across designated market segments and territories.
• Develop and execute strategic territory, segment, and account plans aligned to broader commercial goals.
• Oversee the end-to-end sales process, from prospecting and solution demonstrations through to proposal development, negotiation, and deal closure.
• Negotiate commercially sound agreements, including high-value and multi-year opportunities where applicable.
• Maintain strong oversight of sales conversion, deal progression, profitability, and overall commercial performance.

New Business Development

• Develop and implement proactive business development strategies for legal research and guidance solutions.
• Ensure consistent pipeline generation through structured prospecting, networking, referrals, targeted campaigns, and market engagement initiatives.
• Identify untapped opportunities within the legal market and prioritise high-value prospects.
• Support the team in building relationships with key decision-makers, influencers, and budget holders.
• Monitor prospecting activity and ensure a healthy top-of-funnel pipeline to sustain future revenue growth.

Consultative Solution Selling

• Drive a consultative, value-led sales approach focused on customer outcomes rather than price-driven selling.
• Develop a deep understanding of customer challenges, workflows, and operational needs across legal research, compliance, drafting, and knowledge management.
• Present and position LexisNexis solutions through compelling demonstrations, presentations, and tailored proposals.
• Align customer requirements with the most suitable products and solutions across the legal research and guidance portfolio.
• Clearly articulate the productivity, efficiency, and decision-making benefits of LexisNexis’ AI-enabled and research solutions.

Team Management, Coaching and Capability Building

• Lead, mentor, and develop a high-performing sales team focused on strong execution and customer engagement.
• Conduct regular coaching sessions, one-on-ones, pipeline reviews, and forecast discussions to drive performance improvement.
• Establish clear expectations around sales activity, opportunity management, pipeline discipline, and customer engagement standards.
• Support onboarding, product training, sales enablement, and accelerated time-to-productivity for new team members.
• Identify capability gaps and implement targeted coaching initiatives to strengthen prospecting, negotiation, objection handling, and closing skills.
• Foster a collaborative, accountable, and results-driven team culture.

Forecasting, Pipeline and Sales Operations

• Own pipeline quality, forecast accuracy and sales visibility for the Research New Sales team.
• Ensure disciplined use of CRM systems, including opportunity tracking, next-step management, pipeline staging and reporting accuracy.
• Review pipeline sufficiency and intervene early where coverage, progression or close plans are weak.
• Prepare weekly, monthly and quarterly action plans and sales reports.
• Track leading and lagging indicators, including activity, opportunities created, conversion rates, revenue attainment and forecast movement.
• Use sales data and market insight to refine team focus, account priorities and go-to-market execution.

Customer and Market Engagement

• Build and maintain strong relationships with customers, prospects, and key industry stakeholders.
• Participate in strategic client engagements, complex negotiations, major demonstrations, and late-stage deal support.
• Represent LexisNexis at industry events, seminars, client meetings, and market-facing engagements.
• Stay informed on industry trends, competitor activity, and evolving customer needs within legal research and AI-enabled legal workflows.
• Provide market and customer feedback to leadership, product, and marketing teams to support strategic decision-making.

Cross-Functional Collaboration

• Partner closely with Marketing, Product, Customer Success, Finance, Sales Enablement, and Operations teams to support business growth objectives.
• Collaborate with internal stakeholders on account strategies, campaigns, product positioning, and market initiatives.
• Align sales execution with business priorities, product launches, and commercial campaigns.
• Share market intelligence and customer insights to strengthen competitive positioning and customer relevance.
• Minimum 3 years’ experience in business development or B2B solution selling with a proven track record in target-driven roles.

Performance Management and Governance

• Manage team and individual performance against agreed sales targets and behavioural expectations.
• Address performance challenges proactively through coaching, development plans, and ongoing follow-through.
• Ensure compliance with commercial policies, pricing governance, approval frameworks, and contracting standards.
• Uphold high standards of professionalism, integrity, and customer stewardship across all sales activities.
• Experience in software, insurance, telecoms, legal tech, risk/compliance, or other subscription-based industries (preferred).

Required

• Proven success in B2B sales, solution selling, consultative selling or new business development.
• Experience selling legal technology, online legal research, subscription solutions, professional information services, SaaS, or enterprise solutions.
• Experience selling into legal-market segments such as law firms, corporate legal departments, compliance teams or government.
• Exposure to AI-enabled research, drafting or workflow tools.
• Experience in leading teams selling solutions with recurring revenue, multi-year contracts and value-based commercial models.
• Demonstrated experience leading or coaching sales teams to achieve commercial objectives.
• Strong ability to manage pipeline, forecasting, activity tracking and territory planning.
• Experience presenting solutions, conducting demos, developing proposals and negotiating commercial agreements.
• Ability to communicate clearly and persuasively in both verbal and written form.
• Strong commercial judgement, planning discipline and execution focus.
• Comfortable using CRM platforms, preferably Salesforce or equivalent.
• Bachelor’s degree or equivalent relevant work experience.

Work in a way that works for you:

We promote a healthy work/life balance across the organisation. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.  

Working for you:  

We know that your well-being and happiness are key to a long and successful career. These are some of the benefits we are delighted to offer:- Medical Aid- Retirement Plan inclusive of Risk Benefits (Disability, Critical Illness, Life Cover & Funeral Cover)- Modern family benefits, including adoption and surrogacy- Study Leave

About the business:  

LexisNexis Legal & Professional, which serves customers in more than 150 countries with 11,800 employees worldwide, is part of RELX, a global provider of information-based analytics and decision tools for professional and business customers. Our company has been a long-time leader in deploying AI and advanced technologies to the legal market to improve productivity and transform the overall business and practice of law, deploying ethical and powerful generative AI solutions with a flexible, multi-model approach that prioritizes using the best model from today’s top model creators for each individual legal use case.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits. Click here to access benefits specific to your location.

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