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About the Role

This quota-carrying role is responsible for developing state and local government business across the United States. You will identify high-value opportunities, build repeatable plays, and drive revenue by engaging directly with agency and executive decision-makers. Partner with a market leader and a world-class sales organization to bring Thomson Reuters' cloud solutions, including the AI-powered investigative and research platform CLEAR, to state agencies nationwide.

Responsibilities

Own a national revenue plan and quota, maintaining consistent performance at or above 100% of YTD goals across monthly, quarterly, and annual targets.
Build and execute a national prospecting strategy that prioritizes states and agencies based on budget capacity, policy priorities, procurement activity, and solution fit, and allocate your effort accordingly.
Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focus on state-level decision-makers including agency directors, CIOs, chief procurement officers, cabinet secretaries, and state legislature staff across multiple states.
Independently generate, qualify, and advance opportunities from initial outreach through close, or through handoff to Account Executives where appropriate.
Identify and pursue multi-state opportunities, including those procured through national cooperative purchasing agreements, and coordinate them across states to close.
Design and refine repeatable national go-to-market plays for common state needs such as public safety, justice operations, economic development, healthcare, and fiscal integrity, and scale what works across regions.
Lead national and multi-state pursuits, aligning Account Executives, Solutions Engineers, Marketing, and Partnerships to bring the right resources to each deal.
Demonstrate a strong command of state government procurement nationally, including state RFPs, cooperative purchasing agreements such as NASPO ValuePoint, differing state procurement regulations, and state fiscal year budget cycles.
Represent Thomson Reuters at national forums and events (e.g., NASCIO, State Attorneys General Summit, PSMLS, state procurement associations), building executive relationships well beyond any single region.
Conduct ongoing national market analysis, tracking state policy trends, legislative developments, competitor activity, and customer feedback to sharpen outreach strategy and identify new markets.
Provide accurate, timely forecasting and pipeline visibility, and log all activities, customer contacts, and opportunity updates in Salesforce.
Coach and collaborate with teammates across regions, sharing market intelligence and best practices with sales leadership and contributing to a consistent national sales methodology.
Consistently live the Thomson Reuters culture and values.

Requirements

Demonstrated experience in a quota-carrying sales or business development role, with a track record of meeting or exceeding targets.
Experience developing or managing a national or multi-region pipeline, including forecasting, deal strategy, and resource coordination.
Experience building repeatable sales plays or playbooks that scale across teams or territories.
Solid understanding of state government structures across multiple states, including how agencies, cabinet offices, governor's office staff, and legislatures differ from state to state.
Working knowledge of state procurement across jurisdictions, including RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal year budget cycles.
Excellent verbal and written communication skills, with the ability to tailor messaging for diverse state government and agency audiences.
Strong interpersonal and relationship-building skills, with the ability to quickly establish credibility and trust with government executives and agency leadership at all levels.
Active listening skills to identify a state agency's operational needs and challenges, and connect them to the right Thomson Reuters solutions.
Proficiency in Salesforce or comparable CRM platforms, including pipeline reporting and forecasting.
Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools.
Ability to manage a national footprint across time zones, with a schedule aligned to state government working hours and procurement timelines.
Willingness and ability to travel nationally as business needs require.
Motivated, competitive, and self-directed, with a strategic mindset, a positive and team-oriented attitude, and comfort leading across regions.

Skills

Government sales
Enterprise technology sales
Salesforce
Social selling platforms
AI-powered sales tools

Location

Remote
US-based

Work Type

Remote
Full-time

Experience Level

Business development leader
Quota-carrying sales experience
National or multi-region pipeline management experience

Education Level

Bachelor's degree preferred, or equivalent work experience

Salary/Compensations

$238,000 USD - $442,000 USD

Benefits

Competitive base salary and variable compensation
Extraordinary benefits package
Extensive career growth opportunities
Flex My Way workplace policies
Work from anywhere for up to 8 weeks per year
Grow My Way programming
Comprehensive benefit plans
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
Globally recognized, award-winning reputation for inclusion and belonging
Two paid volunteer days off annually
Opportunities to get involved with pro-bono consulting projects and ESG initiatives
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
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 benefit
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.