Sr. Manager, GTM Strategy & Execution

West Publishing Corporation•Eagan, MN

1d•Hybrid

About The Position

We are looking for a Sr Manager, GTM Strategy & Execution to join the High Value Growth team within our Legal Professionals business, focused on the Mid Law market, law firms with 50 or more attorneys. This is a senior, field-embedded go-to-market role. You will sit close to the field, partner directly with sales leadership and Account Executives, and support the go-to-market strategy for our three strategic growth pillars in Mid Law: CoCounsel Legal, New-to-Online Business, and Partnerships. Mid Law is one of the highest-growth and most varied segments in legal. Firms range widely in size and in the mix of practice areas they run, and their needs vary just as widely. Thomson Reuters brings a broad portfolio to that market, spanning CoCounsel Legal, our research and content, and our reseller and partner solutions, and different firms draw on different parts of it. Selling well across the three growth pillars starts with understanding each firm at a practice-area level, matching the right solutions to what that firm needs, and then building the account strategy and engagement to reach them. The heart of this role is that upstream work. You will define the ideal customer profile for each growth pillar, test which firm profiles and practice areas convert best, and track and refine as the portfolio, pricing, and competitive landscape shift. From there you will partner with the field to turn that intelligence into account plans and coordinated, multi-channel engagement for our highest-value firms, including priority greenfield accounts.

Requirements

7 or more years in go-to-market strategy, sales strategy, account management, or a field-facing revenue role, ideally within Enterprise SaaS, with a track record of turning market and deal data into targeting and account plans that influenced pipeline and revenue
Proven ability to define ideal customer profiles, targeting criteria, and buying committee mapping, and to build focused, account-level targeting rather than broad-based programs
Strong analytical skills. You can get into deal data and market signals, find the pattern, and form a clear point of view on who to sell what to
Comfort in the field; you are at home in deal reviews, QBRs, and account planning, and you build credibility quickly with sellers and with sophisticated buyers
Hands-on experience with Salesforce, Gong Engage, and LinkedIn Sales Navigator or similar intent and sales tools, and the ability to use data to prioritize and measure
A bias for action. You can define a hypothesis, test it, and iterate without waiting for a perfect brief
Strong written and verbal communication. You can build a clear business case and bring sellers and cross-functional partners along.

Nice To Haves

Familiarity with the legal technology landscape and Mid Law buying dynamics, including AI-driven legal research, workflow automation, how firms evaluate and procure technology, and the role of Practice Group Leaders and Managing Partners in the decision process
Experience selling or building go-to-market strategy for law firms, particularly in the Mid Law segment (50 to 500 attorneys)
Exposure to Thomson Reuters' product suite (Westlaw, CoCounsel, Practical Law) or competitive and reseller platforms (LexisNexis, Relativity, iManage, etc.)

Responsibilities

Define the ideal customer profiles for each growth pillar (CoCounsel Legal, New-to-Online Business, Partnerships), including the practice-area and firm-level view of which firms and practice areas each product and our content serve best, using deal data, competitive dynamics, and field input
Build targeting criteria and persona frameworks that reflect the distinct business drivers, pain points, and ROI considerations of each growth pillar and firm segment
Identify and prioritize High Value Growth accounts across the pillars, and map buying committees across Managing Partners, Practice Group Leaders, IT leadership, and key influencers
Maintain a current understanding of how Mid Law firms are adopting AI, managing research workflows, and evaluating legal technology, and keep the ICP current as products, pricing, and the competitive landscape change.
Partner with sales executives to turn strategy into account plans for our highest-value Mid Law firms, taking an account-based approach to top targets and matching the right product and message to each firm's practice mix
Sequence engagement across the buying committee and follow it through to the deal in partnership with Account Executives, contributing to deal reviews, QBRs, and account strategy sessions
Partner with marketing to point demand, content, and event programs at the accounts and practice areas you have prioritized, and coordinate event and webinar support for target firms
Serve as the field's connection point to product marketing and content, feeding back what you learn about how specific practice areas and pillars respond so our message stays sharp.
Monitor intent signals, market trends, and account engagement data to identify in-market firms and prioritize where to focus across the pillars
Design and run tests to validate which firm profiles, practice areas, and use cases convert best for each product, and translate the results into sharper targeting.
Build dashboards and reporting to track pipeline influence, win rate, deal velocity, and coverage by product and practice area, and use the data to continuously refine strategy, tactics, and resourcing.

Benefits

Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.
Career Development and Growth: By fostering a culture of continuous learning and skill development, we prepare our talent to tackle tomorrow’s challenges and deliver real-world solutions. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.
Industry Competitive Benefits: We offer 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.
Culture: Globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.
Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.
In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match.
In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave.
These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws.
Finally, Thomson Reuters offers the following additional benefits: 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; and access to Employee Stock Purchase Plan.