Director, Revenue Operations - Legal Professionals

Thomson Reuters•Eagan, MN

2d•Hybrid

About The Position

In this opportunity as Director, Revenue Operations – Legal Professionals, you will be responsible for managing daily operations to achieve the designated goals for Segment Sales and Client Management teams across the Legal Professionals Segment of Thomson Reuters. The primary responsibilities of this position include partnering with the sales, partnerships & alliances, marketing, customer success and business leadership to initiate and drive initiatives, lead CRM adoption and usage, own the sales and renewal process, identify opportunities to remove administrative burdens, drive revenue measurement and outcomes, improve the efficiency of the sales organization, own strategy and execution of annual planning and develop technology plan for field tools through operations to support retention and growth through tactical and strategic initiatives. About the Role In this opportunity as Director, Revenue Operations – Legal Professionals , you will: Excel in directing a high-performing team, using exceptional interpersonal skills and cultural sensitivity to build a collaborative environment that empowers and drives success across markets Initiate and drive major projects involving data collection, analysis, and investigation, develop recommendations, advocate initiatives, and create a model for implementation. The extent and range of projects include areas such as territory utilization projects, revenue operations insights, sales rep analysis, pipeline analytics, territory profiling, forecasting analytics and documenting best practice sales processes Partner with Sales and transformation leadership by initiating and driving major projects involving Revenue Operations analysis and investigation including, but not limited to, developing recommendations, advocating prioritization of initiatives, and creating foundational process and models for implementation Partner cross functionally to define and implement optimal go-to-market structure to enable achievement of sales and renewal targets Build and foster a collaborative relationship between sales, partnerships & alliances, customer success and marketing – all driving toward a common set of KPIs and measured on a routine basis Identify, design and lead projects that further simplify the complex data ecosystem to drive standardization in business intelligence for the business Proactively create and implement strategies for sales process improvement and effectiveness that facilitates an organization of continuous process improvement, drive implementation and adoption of sales tools & support to ensure efficiency and consistency in coaching, performance, and reporting. Foster an Ai focused culture, leveraging Ai to ‘run the business’ and advocate for an Ai forward operating mechanism Assess current operating processes and business models relative to the dynamics of the current market and position and drive thought leadership within the segment Lead President level forecast calls to drive focus, accountability and deal level inspection to ensure efficacy of the forecasting process Demonstrate a strong ability to partner with cross-functional teams, including Sales Enablement, Marketing, Product Development, and others, fostering a collaborative culture and managing diverse stakeholders. This includes applying conflict resolution and consensus-building skills to drive sales process improvements and enablement initiatives Partner with Sales, Marketing and P&A teams to deliver a streamlined and accurate forecasting methodology with an emphasis on pipeline driven insights and performance-based discussions Structure, document, and communicate rules of engagement and sales policies within organizations balanced between the right level of required documentation and ease of use. Serve as a primary resource for pre-sales inquiries while focusing team on key priorities that drive and impact sales.

Requirements

10+ years of experience in GTM operations, sales, revenue operations, strategy, marketing or related experience
Four-year college degree required
Business operations experience, primarily in project management, GTM structuring and implementing process improvements
Prior people management experience required leading a high performing employees
Sales Pipeline management and Forecasting process experience
Experience using business analytics to determine root causes and identify solutions
Demonstrated knowledge and understanding of sales and client management workflow procedures and general business workflows
Prior exposure to sales and client management environments and working directly with the sales and account management field and inside organization
Proven ability to build relationships cross functionally and influence all levels within the organization
Strong thought leadership, influential communication skills, and a capacity to guide and direct field-facing initiatives through the leadership team
Strong business acumen and ability to optimize operational sales channel performance
Proven effective project management capability in a highly-matrixed, customer-centric organization

Nice To Haves

Ability to travel as required by the needs of the business – estimated 20%

Responsibilities

Managing daily operations to achieve designated goals for Segment Sales and Client Management teams.
Partnering with sales, partnerships & alliances, marketing, customer success and business leadership to initiate and drive initiatives.
Leading CRM adoption and usage.
Owning the sales and renewal process.
Identifying opportunities to remove administrative burdens.
Driving revenue measurement and outcomes.
Improving the efficiency of the sales organization.
Owning strategy and execution of annual planning.
Developing technology plan for field tools through operations to support retention and growth through tactical and strategic initiatives.
Directing a high-performing team, using exceptional interpersonal skills and cultural sensitivity to build a collaborative environment.
Initiating and driving major projects involving data collection, analysis, and investigation, developing recommendations, advocating initiatives, and creating a model for implementation.
Partnering with Sales and transformation leadership by initiating and driving major projects involving Revenue Operations analysis and investigation.
Partnering cross functionally to define and implement optimal go-to-market structure to enable achievement of sales and renewal targets.
Building and fostering a collaborative relationship between sales, partnerships & alliances, customer success and marketing.
Identifying, designing and leading projects that further simplify the complex data ecosystem to drive standardization in business intelligence.
Proactively creating and implementing strategies for sales process improvement and effectiveness.
Fostering an Ai focused culture, leveraging Ai to ‘run the business’ and advocating for an Ai forward operating mechanism.
Assessing current operating processes and business models relative to the dynamics of the current market and positioning and driving thought leadership within the segment.
Leading President level forecast calls to drive focus, accountability and deal level inspection.
Partnering with cross-functional teams, including Sales Enablement, Marketing, Product Development, and others.
Applying conflict resolution and consensus-building skills to drive sales process improvements and enablement initiatives.
Partnering with Sales, Marketing and P&A teams to deliver a streamlined and accurate forecasting methodology.
Structuring, documenting, and communicating rules of engagement and sales policies within organizations.
Serving as a primary resource for pre-sales inquiries while focusing team on key priorities that drive and impact sales.

Benefits

Hybrid Work Model
Flexibility & Work-Life Balance
Work from anywhere for up to 8 weeks per year
Career Development and Growth
Grow My Way programming
Industry Competitive Benefits
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, flexibility, work-life balance, and more.
Two paid volunteer days off annually
Opportunities to get involved with pro-bono consulting projects and 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 (including two company mental health days off)
Parental leave
Sabbatical leave
Optional hospital, accident and sickness insurance paid 100% by the employee
Optional life and AD&D insurance paid 100% by the employee
Flexible Spending and Health Savings Accounts
Fitness reimbursement
Access to Employee Assistance Program
Group Legal Identity Theft Protection benefit paid 100% by employee
Access to 529 Plan
Commuter benefits
Adoption & Surrogacy Assistance
Access to Employee Stock Purchase Plan