Nationwide Government Sales Specialist – High Value Accounts

Thomson Reuters•Frisco, TX

3d•$199,500 - $370,500•Remote

About The Position

This is a quota-carrying, outbound-focused sales role for professionals with government sales or enterprise technology backgrounds. The specialist will manage a national book of high-value accounts, driving business for Thomson Reuters' industry-recognized cloud solutions, including the AI-powered investigative and research platform, Thomson Reuters CLEAR. The role involves prospecting directly into high-value government accounts such as state and large local agencies, departments, and executive offices. It offers a competitive base salary, variable compensation, benefits, and career growth opportunities. The position is remote-based with nationwide account coverage and requires the candidate to be based in the US.

Requirements

Bachelor's degree preferred, or equivalent work experience in lieu of a degree.
Demonstrated experience in a quota-carrying sales role, with a track record of meeting or exceeding targets — government, enterprise SaaS, or large/strategic account sales strongly preferred.
Experience running or contributing to complex, multi-stakeholder pursuits — coordinating pursuit teams across sales, solution consulting, legal, pricing, and executive sponsors to win large, long-cycle deals.
A track record of developing and closing $500K - $1M opportunities — building deals from initial qualification through business case, pricing strategy, and executive approval.
Solid familiarity with government structures at the state and major local levels, including agencies, departments, cabinet offices, executive staff, and legislative bodies.
Working understanding of government procurement processes, including state and local RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal year budget cycles.
Knowledge of government policy priorities and challenges (e.g., public safety, economic development, healthcare, justice operations) is a strong plus.
Excellent verbal and written communication skills, with the ability to tailor messaging for senior government and agency audiences.
Strong interpersonal and relationship-building skills; ability to quickly establish credibility and trust with government executives and agency leadership at all levels.
Active listening skills to identify an agency's operational needs and challenges, and connect them to the right Thomson Reuters solutions.
Proficiency in Salesforce or comparable CRM platforms.
Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools.
Commitment to a schedule that aligns with government working hours across US time zones and procurement timelines.
Willingness and ability to travel nationwide as required by account and business needs.
Motivated, competitive, and self-directed with a positive, team-oriented attitude.

Nice To Haves

Familiarity with Thomson Reuters CLEAR or comparable investigative, legal research, or intelligence platforms is a plus — but not required.

Responsibilities

Be a proactive, account-owning seller responsible for generating pipeline, advancing opportunities, and driving revenue across an assigned portfolio of high-value government accounts nationwide.
Prospect into state and major local agencies, departments, executive offices, and cabinet-level organizations across the country, building relationships and connecting decision-makers with Thomson Reuters solutions.
Own and exceed the quota for the assigned portfolio of high-value accounts and monthly/annual sales targets, maintaining consistent performance at or above 100% of YTD goals.
Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focused emphasis on senior decision-makers at the largest government accounts nationwide.
Independently generate, qualify, and advance opportunities within assigned high-value accounts, from initial outreach through to close or handoff in collaboration with Account Executives.
Support Account Executives on active high-value pursuits when brought in, contributing knowledge of Thomson Reuters solutions and the government market.
Build and develop trusted relationships with state and major local agencies, departments, executive offices, and multi-jurisdictional organizations.
Demonstrate a solid understanding of how government procurement works at scale, including state and local RFPs, cooperative purchasing agreements, procurement regulations, and fiscal year budget cycles.
Travel nationwide as required to attend prospect meetings, agency visits, industry events, and conferences.
Conduct ongoing market analysis of the government technology landscape nationwide, leveraging competitor insights, policy trends, legislative developments, and customer feedback.
Accurately and promptly log all activities, customer contacts, and pipeline updates in Salesforce.
Actively engage in coaching and collaboration, sharing market intelligence and best practices with teammates and sales leadership.
Consistently live the Thomson Reuters culture and values.

Benefits

Competitive base salary and variable compensation
Extraordinary benefits package
Extensive career growth opportunities
Flex My Way policies for work-life balance
Work from anywhere for up to 8 weeks per year
Continuous learning and skill development opportunities
Grow My Way programming
Comprehensive benefit plans
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
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