Director, AI Specialty Sales - Small Law

Thomson Reuters•Frisco, TX

27d•$255,500 - $474,500

About The Position

The Director, AI Specialty Sales leads the Small Law strategy for AI adoption, revenue growth, and customer acquisition. This leader owns the go-to-market approach for CoCounsel Legal and other AI solutions, working across sales, partnerships, and the broader Legal Professionals organization. The role leads a specialty sales team that helps law firms evaluate, purchase, adopt, and realize value from legal AI. It connects Sales, Product, Marketing, Customer Success, Partnerships, and Enablement to create a consistent customer experience and accelerate growth. Success requires a leader who can scale effective sales motions, strengthen the partnership ecosystem, translate competitive insights into action, and build a high-performing team.

Requirements

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 the 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 top AI sellers and leaders, setting clear goals and operating rhythms that build accountability and continuous improvement.
Develop deep expertise in legal AI, customer workflows, and competitive positioning.
Align priorities across Sales, Product, Marketing, Customer Success, RevOps, Partnerships, and Enablement, and build co-sell motions that complement existing coverage.
Coordinate the customer journey from trial through expansion, creating scalable programs and processes.
Build AI and competitive readiness across the sales organization, with Enablement and Product Marketing, and turn market insights into clear 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 with Marketing and Partnerships.

Benefits

Flexible work arrangements, including work from anywhere for up to 8 weeks per year.
Flexible vacation.
Two company-wide Mental Health Days off.
Access to the Headspace app.
Retirement savings and a competitive 401(k) plan with company match.
Tuition reimbursement.
Employee incentive programs.
Resources for mental, physical, and financial wellbeing.
Two paid volunteer days off annually.
Health, dental, vision, disability, and life insurance.
Paid holidays, including two company mental health days off.
Parental leave and sabbatical leave.
Optional hospital, accident and sickness insurance.
Optional life and AD&D insurance.
Flexible Spending and Health Savings Accounts.
Fitness reimbursement.
Access to an Employee Assistance Program.
Group Legal Identity Theft Protection benefit.
Access to a 529 Plan.
Commuter benefits.
Adoption and Surrogacy Assistance.
Access to an Employee Stock Purchase Plan.