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About the Role

Own the AI roadmap and strategy for the go-to-market organization, partnering with segments and RevOps to identify value creation across the customer lifecycle and collaborating with Engineering on solutions. Define problems, prioritize, and measure impact to lead how AI influences sales, onboarding, delivery, retention, and growth.

Responsibilities

Define and own a multi-year AI vision and quarterly roadmap for Sales, Customer Success, Professional Services, and Partnerships.
Identify, size, and prioritize AI use cases based on revenue impact, productivity gain, cost to serve, and feasibility.
Establish principles for build vs. buy vs. configure decisions with transparent business cases and total cost of ownership.
Align the GTM AI roadmap with company strategy, revenue targets, and broader enterprise AI and data strategy.
Rationalize and govern overlapping tools to prevent AI sprawl across the GTM organization.
Manage discovery, prototyping, pilots, and scale-up with clear success criteria and stage gates.
Implement AI solutions across Sales for prospecting, scoring, intelligence, forecasting, proposal generation, pricing, and coaching.
Implement AI solutions across Customer Success for health scoring, churn prediction, renewal/expansion signals, QBR prep, sentiment analysis, onboarding, and risk alerts.
Implement AI solutions across Professional Services for scoping, estimation, planning, knowledge retrieval, delivery acceleration, resource allocation, utilization, and margin improvement.
Implement AI solutions across Partnerships for identification, tiering, co-sell insights, enablement, and performance analytics.
Design cross-functional workflows to connect GTM motions, improving the entire customer lifecycle.
Own adoption by partnering with Revenue Operations, enablement, and functional leaders on training, playbooks, and incentives.
Define and report a KPI framework covering usage, productivity, pipeline, win rate, forecast accuracy, retention, expansion, services margin, and partner-sourced revenue.
Quantify ROI and report outcomes to executive leadership.
Collaborate with Legal, Security, Privacy, and IT to establish AI use guardrails for customer and partner data.
Ensure AI outputs are trustworthy and humans remain in the loop for high-stakes decisions.
Partner with Data and Analytics on data quality, definitions, and a shared source of truth.
Build and lead a team of product managers and business analysts.
Influence a matrixed group of Engineering, Data, and GTM Operations partners.
Establish intake, prioritization, and governance processes for joint GTM leader roadmap steering.
Act as the executive-level voice on GTM AI, internally and externally.

Requirements

12+ years of experience in product management, GTM operations or strategy, sales or revenue technology, or related roles.
5+ years leading teams.
Demonstrated success owning a technology roadmap serving revenue-generating teams, ideally across multiple GTM functions.
Deep working knowledge of the GTM technology stack, including Salesforce and conversation intelligence tools like Gong, and data flow between systems.
Hands-on experience delivering AI/ML or generative AI solutions into production.
Practical understanding of LLMs, agents, retrieval, prompt and workflow design, evaluation, and cost management.
Strong build-vs-buy judgment and vendor management experience.
Comfort building business cases.
Proven ability to drive change and adoption among frontline revenue teams and senior business leaders.
Excellent executive communication skills, with the ability to translate between technical teams and business stakeholders.
Analytical rigor and a bias toward measurable outcomes.

Skills

AI roadmap and strategy
GTM technology stack
Salesforce
Conversation intelligence tools (e.g., Gong)
AI/ML
Generative AI
LLMs
Agents
Retrieval
Prompt design
Workflow design
Evaluation
Cost management
Build vs. buy analysis
Vendor management
Business case development
Change management
Executive communication
Analytical skills
Data quality
Data definitions
Responsible AI practices

Location

New York City
San Francisco
Los Angeles
Irvine, CA
McLean, VA
Washington, DC

Work Type

Hybrid
Work from anywhere for up to 8 weeks per year

Experience Level

Senior Director
12+ years of experience
5+ years leading teams

Salary/Compensations

$181,400 USD - $337,000 USD (for specific US locations)
$157,500 USD - $292,500 USD (for other eligible US locations)

Benefits

Hybrid Work Model
Flex My Way policies
Work from anywhere for up to 8 weeks per year
Career Development and Growth opportunities
Grow My Way programming
Skills-first approach
Flexible vacation
Two company-wide Mental Health Days off
Access to the Headspace app
Retirement savings with company match
Tuition reimbursement
Employee incentive programs
Resources for mental, mental, physical, and financial wellbeing
Globally recognized, award-winning reputation for inclusion and belonging
Two paid volunteer days off annually
Pro-bono consulting projects
Environmental, Social, and Governance (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 (employee paid)
Optional life and AD&D insurance (employee paid)
Flexible Spending and Health Savings Accounts
Fitness reimbursement
Access to Employee Assistance Program
Group Legal Identity Theft Protection (employee paid)
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 trusted content and technology for decision-making.
Serves professionals across legal, tax, accounting, compliance, government, and media.
Products combine specialized software and insights to empower professionals.
Reuters is a world leading provider of trusted journalism and news.
Powered by 26,000 employees across more than 70 countries.
Committed to objectivity, accuracy, fairness, and transparency.
Global business relying on diverse backgrounds and perspectives.
More information can be found on thomsonreuters.com.

Equal Opportunity

Thomson Reuters is an Equal Employment Opportunity Employer.
Provides a drug-free workplace.
Makes reasonable accommodations for applicants with disabilities, including veterans with disabilities, and for sincerely held religious beliefs.
Seeks talented, qualified employees 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.