Senior Sales Specialist - Government HighQ & Partnership Sales

Sr. Sales Specialist

Thomson Reuters is seeking a highly experienced and strategic Senior Sales Specialist to drive growth of HighQ and CoCounsel — two of Thomson Reuters' most transformative and innovative platforms — along with our expanding Partnerships and Alliances portfolio within the Government segment. This is a senior-level, quota-carrying individual contributor role operating at the intersection of complex technology sales, government procurement, enterprise account strategy, and a rapidly growing ecosystem of partner solutions. At Thomson Reuters, we win together. This role thrives in a team selling environment where collaboration, trust, and shared accountability are the foundation of success. The ideal candidate is not only a skilled sales professional, but a natural collaborator who knows how to bring out the best in those around them — aligning internal teams, partners, and stakeholders toward a common goal. They bring deep public sector expertise, a consultative sales approach, and the ability to orchestrate cross-functional resources to deliver transformative solutions to state and federal government clients.

Location: remote based position, must be based in the US.

About the Role:

In this opportunity as a Sr. Sales Specialist, you will:

HighQ Sales

• Serve as the subject matter expert and primary sales driver for HighQ within the Government segment, articulating its value as a platform that eliminates barriers to service delivery, minimizes administrative burden, and reduces overhead costs by streamlining document sharing, task allocation, and data transparency — while seamlessly integrating to lessen the risk of missing vital information.
• Position and sell HighQ's full capabilities to government legal departments, including matter intake, contract lifecycle and asset management, and end-to-end transaction and litigation management.
• Demonstrate the value of HighQ's secure platform that integrates advanced AI capabilities and agentic solutions directly into legal workflows, delivering exceptional experiences with 24/7 access to legal matters, real-time document collaboration, and embedded AI for instant insights.

CoCounsel Sales

• Serve as a sales driver and subject matter expert for CoCounsel — Thomson Reuters' generative AI-powered legal assistant — within the Government segment.
• Navigate government-specific AI adoption concerns, including data privacy, security, acceptable use policies, and responsible AI governance, with confidence and expertise — working cross-functionally with legal, compliance, and security teams to address agency requirements.
• Partner closely with Westlaw and Practical Law specialists to position CoCounsel as the AI layer that amplifies the value of the broader TR content ecosystem within government accounts.

Partnerships & Alliances Sales

• Drive revenue growth through the sale of current and future partnership products within the Government segment, executing full-cycle sales motions including prospecting, discovery, demos, and closing.
• Maintain deep and current product knowledge of Thomson Reuters' partnership offerings and other emerging partner solutions — and confidently position them as complementary capabilities that extend the value of the core TR platform for government legal teams.
• Prospect and qualify government accounts for partnership products using defined criteria, identifying opportunities where partner solutions address specific agency workflows, litigation needs, complex case management requirements, or high-volume document environments.
• Partner with Government territory owners and account executives to identify and support partnership opportunities within strategic accounts, ensuring a coordinated and seamless experience for the client.
• Collaborate with partner teams for technical support, co-selling motions, and onboarding coordination — representing Thomson Reuters with professionalism and expertise throughout the partner engagement lifecycle.
• Leverage Salesforce tagging and enablement tools to track, manage, and report on partnership opportunities, pipeline activity, and deal progression with accuracy and discipline.
• Lead co-selling motions with partner organizations and transition to independent selling as enablement matures, demonstrating increasing fluency and confidence across the full partnerships portfolio.
• Complete enablement certifications and maintain up-to-date product fluency across all current and future partnership offerings, serving as a credible and knowledgeable resource for both internal teammates and government clients.

Strategic & Cross-Functional Sales Leadership

• Lead complex, multi-stakeholder sales engagements across Thomson Reuters' full product portfolio in strategic government accounts, coordinating across product lines including CoCounsel Legal, HighQ, and partner solutions.
• Serve as the sales lead for cross-functional sales teams, aligning resources across product specialists, solution engineers, customer success, legal, and executive leadership to pursue and close large, strategic opportunities — and doing so in a way that is inclusive, communicative, and respectful of each team member's expertise.
• Engage at the executive and agency leadership level to position Thomson Reuters as a strategic technology partner — not just a vendor — across the full spectrum of government legal and operational needs.
• Actively contribute to a culture of shared success by openly communicating pipeline activity, sharing competitive intelligence, and supporting teammates across the broader Government sales organization.
• Understand that individual success in this role is directly tied to the success of the team — and approach every opportunity with that mindset.

State & Federal Government Focus

• Navigate complex government procurement processes, including RFPs, sole-source justifications, cooperative purchasing vehicles, and GSA/contract schedules — partnering closely with proposal, legal, and pricing teams to put forward the strongest possible response.
• Build and maintain deep relationships with key stakeholders across state attorneys general offices, federal agencies, legislative bodies, courts, and public legal departments.
• Stay current on government regulatory trends, legal technology mandates, AI governance policies, and agency modernization initiatives to proactively align TR solutions with evolving needs.
• Collaborate with government affairs, channel, and partner teams to maximize reach and influence across both state and federal ecosystems.

You're a fit for the role of Sr. Sales Specialist if you are/have:

• 7+ years of experience in sales within the public sector (state and/or federal government), with a demonstrated track record of closing complex, high-value technology deals.
• A true team player with a collaborative mindset and a proven ability to work effectively across matrixed organizations — including with account executives, product specialists, solution engineers, partner teams, marketing, and executive sponsors.
• Demonstrated success operating in a team selling model, where credit is shared, communication is constant, and the collective outcome matters more than individual recognition.
• Deep understanding of government procurement cycles, budget processes, and the unique compliance and security requirements of public sector agencies.
• Proven ability to lead cross-functional sales efforts and manage multi-threaded enterprise opportunities from prospecting through close.
• Experience selling SaaS platforms, legal technology, AI-powered solutions, or information services strongly preferred.
• Familiarity with AI adoption trends in the public sector, including responsible AI frameworks, data governance, and government security standards such as FedRAMP.
• Strong understanding of AI-driven legal solutions, document intelligence, and high-volume document environments as they apply to government legal workflows including litigation and complex case management.
• Familiarity with file sharing, collaboration, project management, virtual data rooms, enterprise social networking, and knowledge sharing solutions is a plus.
• Experience with Salesforce, virtual demos, and remote selling required.
• Exceptional executive presence and communication skills, with the ability to present complex solutions clearly to both technical and non-technical government stakeholders.
• Strong business acumen with the ability to build compelling ROI and value-based business cases.
• Known internally and externally as someone who is easy to work with, dependable, and who elevates the performance of everyone around them.
• Ability to travel as required to support strategic accounts across state and federal territories.

What’s in it For You?

• 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.

For any eligible US locations, unless otherwise noted, the target total cash compensation range for this role is $136,500 USD - $253,500 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.
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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.

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