Vice President of Sales

Thomson Reuters•McLean, VA

1d•Hybrid

About The Position

The Vice President of Sales is responsible for leading and executing the sales strategy for TRSS across three core territories: Federal Law Enforcement/Civilian (FLE/Civ), National Security, and Commercial. This executive leader will drive revenue growth, market expansion, sales effectiveness, and customer engagement by building, coaching, and leading a high-performing sales organization. Reporting to the Chief Revenue Officer, the Vice President of Sales is a key member of the CRO organization and will work closely alongside the Partnerships & Alliances, Marketing, and Strategic Solutions teams. The VP of Sales will develop and execute targeted sales campaigns in partnership with these functions to create demand, advance strategic opportunities, strengthen market positioning, and deliver against revenue objectives. The VP of Sales will also serve as a senior growth leader responsible for driving business development initiatives and leading the capture of large, complex opportunities across federal and commercial markets. This role requires a strategic and hands-on sales leader who can establish scalable sales processes, improve sales execution, accurately forecast performance, develop talent, and build lasting relationships with customers and partners across complex federal and commercial markets.

Requirements

Bachelor’s degree in Business, Finance, Operations Management, Business Administration or a related field (MBA or advanced degree preferred).
Minimum of 10–15 years of progressive sales and business development experience, including responsibility for revenue growth, strategic accounts, large-deal pursuits, capture activities, and complex sales cycles, with at least 5 years of executive-level sales leadership or sales management experience.
Experience selling into federal government, national security, law enforcement, civilian agencies, commercial markets, or similarly complex customer environments.
Experience with public records, open-source data, investigative solutions, risk, compliance, intelligence, data, or technology offerings.
Demonstrated record of achieving or exceeding sales and revenue targets.
Experience developing and executing sales strategies across multiple territories, customer segments, verticals, or go-to-market motions.
Demonstrated experience implementing and refining sales methodologies that improve sales effectiveness, pipeline quality, forecast accuracy, and organizational performance across diverse markets and customer segments.
Proven track record leading strategic business development initiatives and capturing large, complex opportunities, including multi-million-dollar federal, commercial, or enterprise deals.
Experience partnering cross-functionally with marketing, strategic solutions, product, channel, partnerships, and alliance teams.
Strong understanding of CRM platforms, sales analytics, and reporting; Salesforce experience strongly preferred.
Exceptional leadership, communication, presentation, negotiation, and executive relationship-management skills.
Strategic, data-driven, and highly accountable leader with the ability to translate business objectives into measurable execution plans.
Customer-focused, collaborative, and comfortable operating in a fast-paced, evolving business environment.
Ability to obtain and maintain a U.S. National Security Clearance.
U.S. Citizenship required to comply with government contract requirements.

Responsibilities

Leading and developing the sales organization to achieve and exceed assigned sales, revenue, pipeline, and growth objectives.
Establishing clear territory strategies, account plans, market priorities, and go-to-market approaches that drive new customer acquisition, account expansion, usage, retention, and market share.
Lead enterprise-wide business development efforts that identify and shape strategic growth opportunities, including the pursuit and capture of large, complex, and transformational deals that support TRSS's long-term growth objectives.
Building and maintaining a high-performing, accountable sales culture through recruiting, coaching, performance management, talent development, retention, and succession planning.
Leading the implementation, continuous refinement, and adoption of TRSS's sales methodology, ensuring a consistent approach to opportunity qualification, account planning, pipeline management, deal strategy, forecasting, and sales execution.
Driving sales methodology improvements based on market dynamics, customer buying behaviors, and organizational growth priorities.
Providing executive leadership for high-value pursuits, partnering with sales teams and cross-functional teams to shape competitive strategies, strengthen customer engagement, and improve win rates on large-scale opportunities.
Leading a disciplined sales operating cadence, including pipeline reviews, forecast discussions, opportunity reviews, territory business reviews, executive reporting, and delivery of accurate forecasts with clear visibility into risks and opportunities.
Ensuring sales activity, pipeline, opportunity data, and forecasts are accurately and consistently maintained in Salesforce.
Supporting high-value and strategic opportunities by coaching sales teams on discovery, value articulation, solution positioning, executive engagement, negotiation, and closing strategy.
Partnering closely with Marketing to develop and execute targeted sales campaigns, demand-generation initiatives, market messaging, and account-based programs that support territory and revenue priorities.
Collaborating with Partnerships & Alliances to identify and pursue joint-market opportunities, strengthen partner relationships, and expand routes to market.
Working with Strategic Solutions, Product Development, and other internal stakeholders to align TRSS offerings with customer needs, develop differentiated solutions, and identify opportunities for new or enhanced products and services.
Building and maintaining executive-level relationships with key clients, prospects, partners, and industry stakeholders.
Monitoring customer needs, market trends, competitive activity, and emerging opportunities across federal and commercial markets; communicate relevant insights to the CRO organization and broader TRSS leadership team.