Primary Objective:
The Director of Sales builds strategy and leads a team of sales professionals in the US to achieve overall sales and revenue growth goals. Success is achieved through driving performance accountability within the team and effective partnership with inside sales leadership, FindLaw leadership team, central support and marketing functions, and broader TR enterprise.
About The Role
- Maximize total new sales and revenue growth within assigned district
- Create and execute thoughtful, strategic and quota retirement plans, mobilizing and managing a team of roughly 50-70 sales professionals to attack and optimize all relevant sales and renewal opportunities
- Closely manage sales and renewal pipeline health and development, with clear metrics and accountabilities, and bring rigorous sales process and coaching to create sales excellence
- Collaborate with the FindLaw Sales Leadership team, Commercial Excellence and Sales Operations, segment commercial owners and marketing in management and execution of plans
- Tight-knit partnership and strategies with client management colleagues, as well as utilization of a range of digital enablement tools (eCommerce and customer management technology) to drive productivity, coverage, and growth
- Drive an effective contact management strategy and lead a team of Regional Sales Managers to ensure that salespeople are involved in regular engagement with clients, pipeline management and hygiene, and ultimately over-achievement against sales targets
Deliverables
- Delivery of target financial and strategy objectives for the sub-segment (e.g. gross sales (PY growth)); growth through cross-sell/up-sell, net new customer acquisitions, and pricing and value capture
- Accurate and data-driven forecasting and constant pipeline management (growing, staging, aging)
- Consistent achievement of sales quota and revenue retention targets
- Close and consistent utilization of all CRM systems and myriad operational data and reports
- Refresh strategic workforce supported by active talent and succession pipeline (e.g. employee satisfaction); annual improvements in organizational effectiveness (client-centricity, customer approach, rapid decision making)
About You
- 8+ years of experience in sales and sales leadership, with specifically 4-6 years experience in direct client relationship management, and experience in a digital marketing business preferred
- Excellent leadership skills with a focus on driving accountability and building an empowered, highly effective management team
- Strategic thinking skills; effective account planning, sales negotiation and closing skills
- Ability to work effectively in a fast-paced, rapidly changing technology environment, and to complete multiple projects simultaneously
- Ambitious self-starter with high energy and motivation
- Knowledge of legal markets, legal information needs and online legal products a plus; experience in digital marketing businesses a plus as well
- Able to travel to customer locations
- Four-year degree required; JD plus MBA or commensurate business experience preferred
What's in it For You?
You will join our inclusive culture of world-class talent, where we are committed to your personal and professional growth through:
- Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: flexible vacation, two company-wide Mental Health Days Off; work from another location for up to a total of 8 weeks in a year, 4 of those weeks can be out of the country and the remaining in the country, Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing.
- Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more.
- Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking.
- Social Impact: Ten employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact.
- Purpose Driven Work: We have a superpower that we’ve never talked about with as much pride as we should – we are one of the only companies on the planet 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 exceed the requirements of paid time off in accordance with any applicable state or municipal laws.
This job posting will close 01/20/2025.
Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.
We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.
Accessibility
As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.
We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.
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