Senior Sales Specialist – Government Risk State Business

Thomson Reuters•Eagan, MN

3d•$199,500 - $370,500•Remote

About The Position

This is a quota-carrying, outbound-focused role for motivated, results-driven sales professionals with a background in government sales or enterprise technology. The Senior State Government Sales Specialist will own their territory and drive business by prospecting and selling Thomson Reuters' industry-recognized cloud solutions, including the AI-powered investigative and research platform Thomson Reuters CLEAR, directly into state agencies, departments, and executive offices. The position offers a competitive base salary and variable compensation tied to success, along with an extraordinary benefits package and extensive career growth opportunities. This is a remote-based role 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 state-level sales strongly preferred.
Solid familiarity with state government structures, including state agencies, state departments, cabinet offices, governor's office staff, and state legislature.
Working understanding of state government procurement processes, including state RFP requirements, cooperative purchasing agreements, state procurement laws, and fiscal year budget cycles.
Knowledge of state 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 state 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 a state 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 state government working hours and procurement timelines.
Willingness and ability to travel as required by territory 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, territory-owning seller responsible for generating pipeline, advancing opportunities, and driving revenue within a defined geography.
Prospect into state agencies, departments, executive offices, and cabinet-level organizations, building relationships and connecting decision-makers with Thomson Reuters solutions.
Own and exceed assigned territory quota 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 state-level decision-makers.
Independently generate, qualify, and advance opportunities within the defined territory from initial outreach through to close or handoff in collaboration with Account Executives.
Support Account Executives on active state-level pursuits when brought in, contributing knowledge of Thomson Reuters solutions and the state government market.
Build and develop trusted relationships with state agencies, state departments, executive offices, and statewide organizations.
Demonstrate a solid understanding of how state government procurement works, including state RFPs, cooperative purchasing agreements, state procurement regulations, and state fiscal year budget cycles.
Travel as required to attend prospect meetings, state agency visits, industry events, and conferences.
Conduct ongoing market analysis of the state government technology landscape, leveraging competitor insights, state 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

Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities.
Flexible work arrangements, including work from anywhere for up to 8 weeks per year.
Continuous learning and skill development opportunities.
Grow My Way programming and skills-first approach.
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.
Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more.
Two paid volunteer days off annually and 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.
Tuition Reimbursement.
Access to Employee Stock Purchase Plan.