Sr. Sales Executive, Government State Business

Thomson Reuters•Frisco, TX

3d•$189,000 - $351,000•Remote

About The Position

This is a senior, quota-carrying, outbound-focused role for experienced, results-driven sales professionals with a background selling into state government. The role is built for sellers who understand the state government landscape and know how to turn that knowledge into closed deals. You will work with a market leader, partnering with a world-class sales organization to prospect and sell directly into state agencies — including departments of revenue, health and human services, labor and unemployment insurance, child support enforcement, motor vehicles, offices of inspector general, and state auditors — leading with Thomson Reuters CLEAR, the AI-powered investigative and risk platform trusted by state agencies nationwide to verify identities, detect fraud, and protect program integrity, alongside the broader Thomson Reuters government risk portfolio. The position offers a competitive base salary and variable compensation directly tied to your success, along with an extraordinary benefits package and extensive career growth opportunities.

Requirements

Bachelor's degree preferred, or equivalent work experience in lieu of a degree.
Five or more years in a quota-carrying, territory-owning sales role, with a documented track record of meeting or exceeding annual targets — state or federal government, public sector, or SaaS technology sales strongly preferred.
Solid familiarity with state agency structures and how state government operates, including program administration, oversight and audit functions, and centralized IT and procurement organizations.
Working understanding of state procurement processes, including RFPs, statewide term contracts, cooperative purchasing, and fiscal year budget cycles.
Excellent verbal and written communication skills, with the ability to tailor messaging for state agency executives and technical audiences.
Strong interpersonal and relationship-building skills; ability to quickly establish credibility and trust with state agency professionals at all levels.
Active listening and discovery skills to surface an agency's operational needs and challenges, and map them to the right CLEAR and government risk capabilities.
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 the customer's workday.
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

Experience selling Thomson Reuters CLEAR or comparable investigative, identity, fraud analytics, or public records platforms into government is strongly preferred.

Responsibilities

Own a defined territory end to end as a senior, proactive seller — accountable for pipeline generation, opportunity progression, and revenue attainment within your geography. The primary weight of this role is independent outbound selling against a named territory and an individual quota.
Prospect into state agencies across revenue, health and human services, labor, child support, motor vehicles, and oversight functions such as inspectors general and state auditors — building senior-level relationships and positioning CLEAR and the wider Thomson Reuters government risk portfolio against each agency's fraud, identity, and program integrity priorities.
Own and exceed your assigned territory quota and monthly/annual sales targets, maintaining consistent performance at or above 100% of YTD goals, with accurate forecasting and disciplined territory planning.
Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focused emphasis on state agency decision-makers including program directors, division administrators, investigations and program integrity leaders, IT leadership, and procurement officers.
Independently generate, qualify, and close opportunities within your defined territory — running the full cycle from initial outreach through demonstration, procurement, and signature, or handoff in collaboration with Sales Specialists.
Support Sales Specialists on active pursuits when brought in, contributing your knowledge of Thomson Reuters solutions and the state government market to help advance deals.
Build and develop trusted relationships across state agencies — program, investigative, oversight, and IT stakeholders alike — matching CLEAR and adjacent government risk solutions to their investigative, fraud, eligibility, and due-diligence needs.
Navigate state procurement independently, including RFPs, sole-source justifications, statewide term contracts and cooperative purchasing vehicles, and the legislative and fiscal year budget cycles that govern state agency spending.
Travel as required to attend prospect meetings, agency visits, industry events, and conferences (e.g., NASCIO, NASACT, NAAG, NASWA) to build relationships and represent Thomson Reuters in the field.
Conduct ongoing market analysis of the state government technology and risk-solutions landscape, leveraging competitor insights, industry trends, and customer feedback to sharpen outreach strategies and identify new opportunities.
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, whether caring for family, giving back to the community, or finding time to refresh and reset.
Flexible work arrangements, including work from anywhere for up to 8 weeks per year.
Continuous learning and skill development.
Grow My Way programming and skills-first approach.
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, and more.
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.