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About the Role

This role is accountable for leading, mentoring, and managing a team of high-performance Senior Sales Executives and Associate Sales Executives focused on Global Large Law Firms (GLLF). Responsibilities include setting and enforcing standards for hunting activity, opportunity generation, and deal execution, as well as building a bench through coaching and career development. The role also involves owning hunter-led outreach directly to the attorney user community, executing growth strategies for high-value deals, and adapting sales approaches for virtual and digital selling environments. Additionally, the role requires coaching and performance development, rigorous pipeline management and forecasting, market intelligence gathering, and cross-functional collaboration.

Responsibilities

Lead, mentor, and manage a team of high-performance Senior Sales Executives and Associate Sales Executives across GLLF
Set and enforce standards for hunting activity, opportunity generation, and deal execution, holding the team accountable to individual and team success
Build a bench through coaching, visibility, and career development planning
Own hunter-led outreach directly to the attorney user community, including cold calling, cold messaging, and cold demos to generate qualified net-new opportunity
Execute on growth strategies focused on securing high-value, high-impact deals that align with GLLF's revenue and growth goals
Adapt sales approaches to engage attorneys effectively in virtual and digital selling environments
Clearly communicate and track KPIs for the team, delivering regular coaching sessions on pipeline, deal structure, and timelines
Create, update, and execute individualized coaching plans for each team member around skill development and career growth
Deliver quarterly performance reviews aligned with each rep's coaching plan
Own monthly reporting on team performance and weekly reporting on sales pipeline and forecast
Ensure reporting and commentary demonstrate clear alignment with the GLLF Growth Strategy
Exceed sales targets through disciplined pipeline management and forecast accuracy
Stay informed on market trends, competitor activity, and emerging opportunities, adapting sales strategy for maximum impact and flagging risk indicators
Engage with key customers to build strong relationships and gather feedback and data that inform strategy
Maintain a strong recruiting pipeline to support ongoing team growth
Partner with GLLF Leadership, account teams, GCDs, ABM, and Product teams to optimize growth opportunities across GLLF
Foster a positive, collaborative team culture that supports high performance and retention of top talent

Requirements

8+ years of sales leadership experience, including direct people management of sales teams
Proven track record of hunting and closing net-new business, including cold outreach and demo experience directly with end users
Demonstrated ability to execute growth strategies focused on high-value, high-impact deals within complex, relationship-driven markets
Strong proficiency in sales reporting, pipeline management, and forecast rigor, with experience delivering leadership-ready performance updates
Demonstrated ability to build coaching rhythms and performance frameworks that connect team activity to measurable sales outcomes
Experience partnering cross-functionally with account teams, GCDs, ABM, and Product teams to align strategy and maximize growth opportunities
Knowledge of law firm customers and workflows preferred; JD preferred but not required
Bachelor's degree or equivalent experience
Strong analytical and executive communication skills, with the ability to identify solutions to business trends and recommend appropriate actions to senior executives

Skills

Sales leadership
People management
Net-new business development
Cold outreach
Demo experience
Growth strategy execution
Sales reporting
Pipeline management
Forecast rigor
Coaching
Performance development
Cross-functional collaboration
Analytical skills
Executive communication

Location

Work Type

Remote
Hybrid
Onsite

Experience Level

Director
8+ years sales leadership experience

Education Level

Bachelor's degree or equivalent experience

Salary/Compensations

$255,500 USD - $474,500 USD

Benefits

Flex My Way policies
Work from anywhere for up to 8 weeks per year
Continuous learning and skill development
Grow My Way programming
Flexible vacation
Two company-wide Mental Health Days off
Access to the Headspace app
Retirement savings
Tuition reimbursement
Employee incentive programs
Resources for mental, physical, and financial wellbeing
Two paid volunteer days off annually
Market competitive health, dental, vision, disability, and life insurance programs
Competitive 401k plan with company match
Competitive vacation, sick and safe paid time off
Paid holidays (including two company mental health days off)
Parental leave
Sabbatical leave
Optional hospital, accident and sickness insurance
Optional life and AD&D insurance
Flexible Spending and Health Savings Accounts
Fitness reimbursement
Access to Employee Assistance Program
Group Legal Identity Theft Protection
Access to 529 Plan
Commuter benefits
Adoption & Surrogacy Assistance
Employee Stock Purchase Plan

About the Company

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.
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.

Equal Opportunity

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.