Sales Specialist-Local Government Risk

Job Description

Are you a results-driven salesperson with a passion for public service and technology — and a hunger to learn a territory, build a pipeline, and grow into a full sales career? If so, let's talk.

Our Sales Specialist, Local Government is a quota-carrying, outbound-focused role built for sellers who want to learn the local government landscape and turn that knowledge into closed deals. You will work with a market leader, partnering with a world-class sales organization to prospect and sell directly into county and city agencies, law enforcement, and public safety organizations — bringing Thomson Reuters' industry-recognized cloud solutions to the agencies that need them most. This includes Thomson Reuters CLEAR, an AI-powered investigative and research platform trusted by law enforcement and local agencies nationwide to accelerate investigations, streamline operations, and enhance mission effectiveness. The position offers a competitive base salary and variable compensation directly tied to your success, along with an extraordinary benefits package, structured onboarding and mentorship, and extensive career growth opportunities.

Location: Remote based role, must be based in the US.

Key Responsibilities

• Be a proactive, quota-owning seller — responsible for generating pipeline, advancing opportunities, and driving revenue within your defined geography. While you will frequently partner with Account Executives on active pursuits, the primary weight of this role is on independent outbound prospecting and quota attainment. You will prospect into county and city government, sheriff's offices, police departments, district attorney and public defender offices, and other local agencies — building relationships and connecting decision-makers with the right Thomson Reuters solutions.

• Own and exceed your assigned territory quota and monthly/annual sales targets, maintaining consistent performance at or above 100% of YTD goals

• Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focused emphasis on local decision-makers including sheriffs, police chiefs, investigators and detectives, county administrators, city managers, IT directors, and purchasing agents

• Generate, qualify, and advance opportunities within your defined territory — from initial outreach through to close or handoff in collaboration with Account Executives

• Partner with and learn from Account Executives on active local government pursuits, contributing your knowledge of Thomson Reuters solutions and the local government market to help advance deals

• Build and develop trusted relationships with county and municipal agencies, law enforcement and public safety organizations, and regional task forces, connecting them with the right Thomson Reuters solutions based on their investigative and operational needs

• Build a working understanding of how local government procurement works, including county and city RFPs, cooperative purchasing agreements and piggyback contracts, grant-funded purchases, sole-source justifications, and municipal fiscal year budget cycles

• Travel as required to attend prospect meetings, agency site visits, ride-alongs, and industry events (e.g., IACP, NSA, county and municipal league conferences, regional investigator associations) to build relationships and represent Thomson Reuters in the field

• Conduct ongoing market analysis of the local government technology landscape, leveraging competitor insights, public safety and privacy policy trends, budget and grant developments, and customer feedback to sharpen outreach strategies and identify new opportunities

• Accurately and promptly log all activities, customer contacts, and pipeline updates in Salesforce

• Actively engage in coaching, training, and collaboration, applying feedback from sales leadership and sharing market intelligence with teammates

• Consistently live the Thomson Reuters culture and values

Required Qualifications

• Bachelor's degree preferred, or equivalent work experience in lieu of a degree

• 1–3 years of sales, business development, or inside sales experience, with a track record of meeting or exceeding activity and revenue targets — government, public safety, or SaaS experience a plus; strong recent graduates with internship or sales-development experience will be considered
• Interest in and willingness to learn local government structures, including county boards and commissions, city councils and city managers, sheriff's offices, municipal police departments, and prosecutor and public defender offices

• Willingness to learn local government procurement processes, including county and city RFPs, cooperative purchasing and piggyback contracts, grant funding, and municipal fiscal year budget cycles

• Interest in local government and public safety priorities (e.g., crime reduction, investigations and case clearance, fraud and benefits integrity, community risk) is a strong plus

• Strong verbal and written communication skills, with the ability to tailor messaging for law enforcement and local agency audiences

• Strong interpersonal and relationship-building skills; ability to establish credibility and trust with investigators, agency leadership, and county and city officials

• Active listening skills to identify an agency's investigative and operational needs, and connect them to the right Thomson Reuters solutions

• Comfort with high-volume outbound activity — cold calling, emailing, and social outreach — and resilience in the face of rejection

• Proficiency in, or the ability to quickly learn, Salesforce or comparable CRM platforms

• Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools

• Willingness and ability to travel as required by territory and business needs, and to align your schedule with local agency and shift-based working hours

• Coachable, curious, competitive, and self-directed with a positive, team-oriented attitude

Preferred Qualifications

• Familiarity with Thomson Reuters CLEAR or comparable investigative, skip-tracing, or intelligence platforms is a plus — but not required

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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 $150,500 USD - $279,500 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.

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.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

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