Regional Manager, Sales - Federal
About The Position
Thomson Reuters is seeking a strategic, results-driven sales leader to lead its Federal Government legal business. The role is accountable for revenue growth, quota achievement, and retention, and leads Sales Executives and Client Executives. The manager oversees major legal accounts, including the U.S. courts, DOJ, DHS, and IRS, and provides strategic direction to grow accounts, acquire customers, and retain clients. The role works with cross-functional teams to develop client-management and go-to-market strategies, and promotes partnership and collaboration in the Federal Government legal market. The position sets team goals and performance measures, coaches and develops employees, monitors sales and customer outcomes, and reports progress to executive leadership. It also drives process improvement and organizational change, and leads adoption of AI-enabled sales tools and practices for customer insights, forecasting, pipeline management, productivity, and engagement. The role is hybrid for office-based work and is eligible for locations including New York City, San Francisco, Los Angeles, Irvine, McLean, and Washington, DC.
Requirements
- Bachelor's degree.
- People-management or relevant leadership experience.
- Demonstrated success in sales or account management within the Government sector.
- Deep industry knowledge and experience in fast-paced, high-growth, matrixed environments.
- Exceptional communication, interpersonal, and collaborative skills, with the ability to influence at all organizational levels.
- Strong strategic, analytical, and problem-solving abilities, with a record of data-driven decision-making.
- Results-oriented mindset and proven ability to deliver against targets.
- Self-motivation, strong work ethic, and passion for driving business outcomes.
- Proven ability to drive change-management initiatives and lead teams through organizational transformation.
- Experience with or strong aptitude for using AI tools and technologies in sales environments, such as CRM AI features, predictive analytics, or generative AI applications.
Nice To Haves
- Master's degree or J.D.
Responsibilities
- Lead and manage a team focused on growing accounts and increasing client retention across products.
- Develop and implement client-management strategies aligned with the Government segment strategy in collaboration with cross-functional teams.
- Provide strategic direction for large Federal Government legal accounts, including the U.S. courts, DOJ, DHS, and IRS.
- Drive new customer acquisition, relationship expansion, and renewal sales in assigned territories.
- Set team goals, KPIs, and performance measures; provide regular feedback, coaching, and development opportunities.
- Identify process innovations, champion new methodologies, and lead organizational change to improve sales effectiveness and customer outcomes.
- Lead adoption and implementation of AI-powered sales tools and best practices, including customer insights, sales forecasting, pipeline management, and productivity tools.
- Provide leadership with strategic direction and insight about requirements for success in Federal Government.
- Collaborate with sales, product management, marketing, finance, and operations to develop and execute go-to-market strategies.
- Monitor, analyze, and report on sales targets, renewal rates, customer satisfaction, and other performance metrics.
- Provide executive leadership with regular reports and updates on account-management activities and outcomes.
- Assess and improve processes to increase the efficiency and effectiveness of sales and client executive teams.
- Evaluate, pilot, and scale AI technologies that optimize sales operations, team productivity, and customer engagement.
- Foster innovation and continuous improvement, encouraging the team to adopt emerging technologies and adapt to market changes.
- Partner with internal teams to develop product marketing campaigns and the customer solution portfolio.
- Track sales performance measures including revenue, quota achievement, average deal size, win rate, sales cycle length, growth, upsell and cross-sell revenue, net dollar retention, and customer acquisition.
Benefits
- Flexible vacation and paid time off, including sick and safe time and paid holidays.
- Two company-wide Mental Health Days off annually.
- Access to the Headspace app and Employee Assistance Program.
- Retirement savings plan with company match.
- Tuition reimbursement.
- Employee incentive programs.
- Health, dental, vision, disability, and life insurance.
- Flexible Spending Accounts and Health Savings Accounts.
- Parental leave and sabbatical leave.
- Fitness reimbursement.
- Commuter benefits.
- Adoption and surrogacy assistance.
- Employee Stock Purchase Plan.
- Two paid volunteer days off annually.
- Flexible hybrid work arrangements, including work from anywhere for up to eight weeks per year.
- Learning, skills-development, and career-growth programs.
- Optional hospital, accident and sickness, and life and AD&D insurance.
- 529 Plan access.
- Group Legal Identity Theft Protection benefit.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
