Director, AI Specialty Sales - Small Law

Thomson Reuters•Eagan, MN

26d

About The Position

The Director, AI Specialty Sales leads the Small Law strategy for AI adoption, revenue growth, and customer acquisition. The role owns the go-to-market approach for CoCounsel Legal and other AI solutions, leading the AI Specialty Sales and Partnership & Alliance Sales teams. It works across sales, partnerships, and the broader Legal Professionals organization to help law firms evaluate, purchase, adopt, and realize value from legal AI. The Director connects Sales, Product, Marketing, Customer Success, RevOps, Partnerships, and Enablement to create a consistent customer experience and accelerate growth. The position scales effective sales motions, strengthens the partnership ecosystem, translates competitive insights into action, and builds a high-performing team. It also represents Thomson Reuters as an AI thought leader with customers, partners, and the legal community.

Requirements

At least 8 years of sales experience, including multiple years leading high-performing sales teams.
Demonstrated success building and executing growth strategies.
Experience leading complex cross-functional initiatives.
Strong forecasting, pipeline management, sales coaching, and operational leadership skills.
Ability to influence senior leaders and drive alignment across multiple functions.
Excellent communication, presentation, and executive engagement skills.
Experience navigating fast-moving technology markets.

Nice To Haves

Experience selling AI, SaaS, legal technology, or productivity solutions.
Knowledge of the legal market and legal professional workflows.
Experience working with channel, alliance, or partnership ecosystems.
Experience leading customer adoption and change-management initiatives.
MBA, JD, or equivalent business leadership experience.

Responsibilities

Own growth strategy for CoCounsel Legal and other AI solutions across Small Law, leading the AI Specialty Sales and Partnership & Alliance Sales teams.
Deliver revenue, pipeline, adoption, and market share goals, growing AI trial volume and conversion.
Recruit, coach, and retain AI sellers and leaders, establishing clear goals and operating rhythms that promote accountability and continuous improvement.
Develop expertise in legal AI, customer workflows, and competitive positioning.
Align priorities across Sales, Product, Marketing, Customer Success, RevOps, Partnerships, and Enablement, and develop co-sell motions that complement existing coverage.
Coordinate the customer journey from trial through expansion by creating scalable programs and processes.
Build AI and competitive readiness across the sales organization in partnership with Enablement and Product Marketing, translating market insights into seller actions.
Represent Thomson Reuters as an AI thought leader with customers, partners, and the legal community.
Lead influencer programs, including Bar Alliance and professional association relationships, and expand the partner ecosystem to grow partner-sourced and partner-influenced opportunities.
Strengthen Thomson Reuters’ visibility and competitive position in collaboration with Marketing and Partnerships.

Benefits

Flexible work arrangements, including work from anywhere for up to 8 weeks per year.
Flexible vacation and paid time off, sick and safe leave, and paid holidays, including two company-wide Mental Health Days.
Access to the Headspace app and Employee Assistance Program.
Retirement savings plan and competitive 401(k) with company match.
Tuition reimbursement.
Employee incentive programs.
Health, dental, vision, disability, and life insurance.
Parental leave and sabbatical leave.
Two paid volunteer days off annually and opportunities for pro-bono consulting projects and ESG initiatives.
Flexible Spending and Health Savings Accounts.
Fitness reimbursement.
Commuter benefits.
Adoption and surrogacy assistance.
Employee Stock Purchase Plan.
Optional hospital, accident and sickness insurance; optional life and AD&D insurance; and group legal identity theft protection benefit.