Regional Manager, Sales - Federal

Job Description

We are seeking a strategic and results-driven Sales Manager to lead the Federal Government legal Government business. This leader will be accountable for revenue growth, sales quota achievement and retention metrics and will lead Sales Executives and Client Executives. The ideal candidate possesses a proven track record of successfully managing a sales team and growing a portfolio of accounts, exceeding sales and renewal targets, and cultivating strong customer relationships. In this role you will be required to:

Be a customer-centric leader with exceptional communication, negotiation, and team management skills.

In charge of some of Thomson Reuters largest accounts in legal, like the US courts, DOJ, DHS, and the IRS. Will need to have a demonstrated ability to give strategic direction for large accounts in your past.

Lead/Manage a team focused on growing and increasing client retention across the products.

Develop and implement a comprehensive client management strategy aligned with the Governments segment's strategy and in collaboration with cross-functional teams.

Look for areas of partnership and collaboration in the Federal Government legal space.

Drive new customer acquisition, expand customer relationships, and renewal sales with assigned territories.

Establish and execute clear goals, KPIs, and performance metrics for the team, providing regular feedback and coaching to drive individual and team success.

Act as a change agent by identifying opportunities for process innovation, championing new methodologies, and driving organizational transformation to enhance sales effectiveness and customer outcomes.

Lead the adoption and implementation of AI-powered sales tools and best practices, including leveraging AI for customer insights, sales forecasting, pipeline management, and productivity enhancement to maintain competitive advantage.

Key Responsibilities

• Provide coaching and development opportunities to your team to help them achieve their goals and grow professionally
• Provide strategic direction and insight to leadership on what is needed in Federal Government for success.
• Work closely with cross functional teams including sales, product management, marketing, finance, and operations to develop and execute go-to-market strategies
• Closely monitor, analyze, and report on key performance metrics, including sales targets, renewal rates, and customer satisfaction, to track progress and identify areas for improvement.
• Provide regular reports, updates, and other information on account management activities and outcomes to executive leadership, ensuring transparency and accountability.
• Continuously assess and improve processes to enhance efficiency and effectiveness of the sales and client executive teams.
• Evaluate, pilot, and scale AI technologies and tools that optimize sales operations, enhance team productivity, and improve customer engagement
• Foster a culture of innovation and continuous improvement by encouraging the team to embrace emerging technologies and adapt to evolving market dynamics
• Sales Performance: Total Revenue, Team Quota Achievement, Average Deal Size, Win Rate, Sales Cycle Length, Revenue Growth, Upsell/Cross-sell Revenue, Net Dollar Retention, New customer acquisition
• Partner and collaborate with internal partners to develop and execute impactful product marketing campaigns and develop our customer solution portfolio.
• Required Qualifications
• Bachelor's degree; with people management or relevant leadership experience.
• Demonstrated success in sales or account management within the Government sector.
• Deep industry knowledge and experience in fast-paced, high-growth, and matrix environments.
• Exceptional communication, interpersonal, and collaborative skills, with the ability to influence at all organizational levels.
• Strong strategy, analytical and problem-solving abilities, with a track record of data-driven decision-making.
• Results-oriented mindset with a proven ability to deliver against targets.
• Self-motivated with a strong work ethic and passion for driving business outcomes.
• Proven ability to drive change management initiatives and lead teams through organizational transformation
• Experience with or strong aptitude for leveraging AI tools and technologies in sales environments (e.g., CRM AI features, predictive analytics, generative AI applications)

Preferred Qualifications

• Master's or J.D. preferred
• What’s in it For You?
• Hybrid Work Model: We’ve adopted a flexible hybrid working environment for our office-based roles while delivering a seamless experience that is digitally and physically connected.
• 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.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range varies across locations.

Eligible office location(s) for this role include one or more of the following: New York City, San Francisco, Los Angeles, and/or Irvine, CA; McLean, VA; Washington, DC.

The target total cash compensation range for the role in any of those locations is $229,800 USD - $426,800 USD.

Pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity.

Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.
Target total cash compensation ranges are inclusive of both base pay and any target sales incentive.


About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency.

Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

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. 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.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business 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 Employer providing a drug-free workplace.

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