Director, Specialty Sales & GTM Operations

Thomson Reuters•Eagan, MN

1d•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. About the Role In this role as Director of Specialty Sales & GTM Operations , you will be accountable for: Specialty Sales Leadership 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 Go-To-Market Strategy & Execution 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 Business Operations & Execution 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 Cross-Functional Leadership 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

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: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
Industry Competitive Benefits: We offer comprehensive benefit plans to include flexible vacation, two company-wide Mental Health Days off, access to the Headspace app, retirement savings, tuition reimbursement, employee incentive programs, and resources for mental, physical, and financial wellbeing.
Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match.
In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave.
These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws.
Finally, Thomson Reuters offers the following additional benefits: 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; Tuition Reimbursement; and access to Employee Stock Purchase Plan.