General Manager, MidLaw

West Publishing Corporation•Frisco, NY

9d•Hybrid

About The Position

Thomson Reuters is seeking a General Manager, MidLaw to join the Legal Professionals leadership team. Reporting to the President of Legal Professionals, the GM, MidLaw will serve as the senior business and sales leader with full end-to-end accountability for revenue growth, commercial performance, and customer success within the MidLaw segment. This leader will own a ~US$600M P&L, lead a team of approximately 150+ people, and serve as the primary steward of TR's relationship with mid-size law firms (defined as law firms with 20-100 lawyers) across North America. The ideal candidate is a transformational leader with deep experience in B2B AI and technology sales, complemented by legal market expertise. They will champion the adoption of TR's AI-enabled legal workflow products including CoCounsel, Westlaw Precision, and Practical Law—accelerating the segment's shift from traditional legal research tools to integrated, AI-augmented work platforms. The GM, MidLaw will be expected to lead from the front on Legal Tech innovation, setting the vision for how TR's MidLaw customers harness AI to transform how they practice law.

Requirements

12+ years of experience in B2B sales leadership, with significant experience in legal technology, legal information services, or professional services SaaS.
Deep knowledge of the MidLaw market—including firm economics, practice workflows, technology adoption trends, and key decision-makers.
Demonstrated track record owning and delivering revenue results for a large, complex book of business (P&L accountability preferred).
Proven experience commercializing AI and legal technology solutions, with the ability to define and communicate a compelling vision for AI-enabled legal practice.
Experience driving technology adoption and change management within customer organizations or sales teams.
Strong leadership skills with an inclusive style; demonstrated ability to attract, retain, and develop world-class talent.
Executive presence with the ability to influence at senior leadership and C-suite levels, both internally and externally.

Nice To Haves

Prior leader experience with direct P&L ownership.
Experience leading GTM transformation tied to product innovation, particularly AI, workflow automation, or platform transitions.
Background in legal practice, legal operations, or law firm management is a meaningful plus.
Track record of leading cross-functional initiatives and influencing without direct authority in a matrixed organization.

Responsibilities

Own the new sales, cross-sell, upsell, and renewal performance across the segment.
Set clear sales priorities and territory strategies; lead teams to consistently deliver against revenue and bookings targets.
Act as executive sponsor on strategic accounts and high-value deals to accelerate outcomes and remove blockers.
Lead customer-focused teams with market-leading NPS and best-in-class retention metrics.
Inform organic and inorganic growth strategy, including acquisition targets and partnership opportunities relevant to the MidLaw market.
Partner with Customer Success to ensure seamless adoption, expansion readiness, and high customer lifetime value.
Define and evolve the MidLaw GTM model to reflect the market shift to workflow based, AI-augmented legal solutions.
Partner with Product Marketing on market insight, value proposition development, customer segmentation, channel strategy, and launch execution.
Translate product strategy into clear sales motions, pricing approaches, enablement programs, and capability requirements.
Engage HR and Operations on org design, talent planning, capability development, and performance standards.
Champion the adoption and promotion of TR's AI powered legal workflow across the MidLaw customer base.
Serve as TR's voice on AI and Legal Tech innovation within the MidLaw market, engaging at industry events, firm leadership meetings, and media opportunities.
Partner with Product and Technology teams to shape the AI and Legal Tech product roadmap based on MidLaw customer feedback and market intelligence.
Drive internal AI adoption across the MidLaw commercial team, leveraging AI powered tools to increase sales productivity, coaching effectiveness, and customer engagement quality.
Establish a culture of continuous learning around AI and Legal Tech within the MidLaw team, ensuring all team members are current on TR's innovations and competitive alternatives.

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
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
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