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.
- Drive effective contact management strategy and lead a team of Regional Sales Managers to ensure that sales people 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?
- 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 cafe 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.
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.
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