Regional Manager, Sales - Federal

Thomson Reuters • Columbia, WA

3d • Hybrid

About The Position

The Regional Manager, Sales leads Thomson Reuters’ Federal Government legal business, with accountability for revenue growth, sales quota achievement, and client retention. The role manages Sales Executives and Client Executives and provides strategic direction for major Federal Government accounts, including the US courts, DOJ, DHS, and IRS. It develops and executes client management strategies aligned with the Government segment’s strategy, while working with cross-functional partners to grow accounts, acquire customers, and achieve renewals.

The position sets team goals and performance metrics, coaches and develops employees, monitors business results, and reports outcomes to executive leadership. It also drives process improvement and organizational change, and evaluates and scales AI-powered sales tools for customer insights, forecasting, pipeline management, productivity, and customer engagement. The role collaborates with sales, product management, marketing, finance, and operations to create go-to-market strategies and strengthen the customer solution portfolio.

This is an office-based role with a flexible hybrid work model. Eligible office locations include New York City, San Francisco, Los Angeles, Irvine, McLean, and Washington, DC. The target total cash compensation range is $229,800–$426,800 USD, varying by location.

Requirements

• Bachelor’s degree and 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, and matrix environments.
• Exceptional communication, interpersonal, and collaboration 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 lead change management initiatives and teams through organizational transformation.
• Experience with, or strong aptitude for, AI tools and technologies in sales environments, such as CRM AI features, predictive analytics, or generative AI applications.
• Demonstrated ability to provide strategic direction for large accounts.

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 a client management strategy aligned with the Government segment’s strategy and in collaboration with cross-functional teams.
• Provide strategic direction for major Federal Government accounts and insight to leadership about what is needed for success in the sector.
• Drive new customer acquisition, expand customer relationships, and achieve renewal sales within assigned territories.
• Set team goals, KPIs, and performance metrics, and provide regular feedback and coaching.
• Provide coaching and professional development opportunities to team members.
• Work 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 key performance metrics.
• Provide executive leadership with regular reports and updates on account management activities and outcomes.
• Assess and improve sales and client executive processes to enhance efficiency and effectiveness.
• Evaluate, pilot, and scale AI technologies and tools to optimize sales operations, productivity, and customer engagement.
• Lead adoption of AI-powered sales tools and best practices for customer insights, sales forecasting, pipeline management, and productivity.
• Champion process innovation, change management, and organizational transformation to improve sales effectiveness and customer outcomes.
• Partner with internal teams to develop product marketing campaigns and the customer solution portfolio.
• Encourage innovation and continuous improvement as the team adapts to emerging technologies and market dynamics.

Benefits

• Flexible hybrid work environment for office-based roles.
• Flexible work arrangements, including work from anywhere for up to 8 weeks per year.
• Flexible vacation and paid time off, including sick and safe time off.
• Two company-wide Mental Health Days off annually.
• Health, dental, vision, disability, and life insurance.
• 401(k) plan with company match.
• Tuition reimbursement.
• Employee incentive programs.
• Headspace app access and Employee Assistance Program.
• Resources for mental, physical, and financial wellbeing.
• Paid holidays.
• Parental leave.
• Sabbatical leave.
• Two paid volunteer days off annually.
• Adoption and surrogacy assistance.
• Employee Stock Purchase Plan.
• Flexible Spending and Health Savings Accounts.
• Fitness reimbursement.
• Commuter benefits.
• Optional hospital, accident and sickness insurance.
• Optional life and AD&D insurance.
• Group Legal Identity Theft Protection benefit.
• Access to a 529 Plan.
• Opportunities to participate in pro-bono consulting projects and ESG initiatives.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager