Director, Specialty Sales & GTM Operations

Thomson Reuters • Eagan, MN

2d • $182,000 - $338,000 • Hybrid

About The Position

We are seeking a Director, Specialty Sales & GTM Operations to lead a critical and high-impact portfolio within the Global Large Law Firms (GLLF) segment. This role sits at the intersection of commercial strategy and operational execution — responsible for driving specialty sales performance, bringing go-to-market strategies to life, and building the operational rigor that enables the segment to scale. This leader will work closely with the VP of Sales and senior leadership across the segment to ensure continuity, alignment, and momentum across key commercial priorities.

Requirements

• 8+ years of experience in GTM strategy, sales leadership, business operations, revenue management, or a combination of these disciplines
• Demonstrated ability to translate strategy into execution — whether through direct sales leadership, operational transformation, or GTM program management
• Strong understanding of enterprise commercial cycles, ideally within legal, professional services, or B2B information solutions
• Experience driving GTM transformations, pricing and revenue initiatives, or operational improvements at scale
• Exceptional analytical skills with the ability to use data to diagnose performance gaps and guide decisions
• Outstanding communication and stakeholder management capabilities
• Proven ability to operate and influence effectively in a matrixed, global organization

Nice To Haves

• Formal people management experience is an asset but not a strict requirement

Responsibilities

• Lead and develop the specialty sales team, ensuring alignment to segment priorities and revenue targets
• Drive pipeline generation, deal progression, and close discipline across key solution areas
• Establish clear performance metrics, coaching cadence, and accountability structures
• Partner with core account and sales leaders to ensure integrated, client-centric account strategies
• Operationalize and execute GTM strategies across priority markets and offerings
• Translate segment strategy into clear sales plays, campaigns, and enablement plans
• Partner with marketing, product, and regional teams to ensure cohesive market activation
• Monitor and refine GTM effectiveness using data-driven insights
• Drive operational excellence across forecasting, pipeline reporting, and business rhythms
• Lead weekly and monthly business reviews, ensuring clarity on performance versus plan
• Identify and implement improvements in sales processes, tools, and coverage models
• Support annual planning, territory design, and resource allocation
• Act as a key liaison across sales, product, marketing, finance, and leadership teams
• Support executive-level initiatives and strategic programs within the segment
• Provide structured insights and recommendations to senior leadership

Benefits

• Hybrid Work Model
• Flexibility & Work-Life Balance
• Work from anywhere for up to 8 weeks per year
• Career Development and Growth
• 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

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed