Director, Specialty Sales & GTM Operations

We are seeking a Director, Specialty Sales & GTM Operations to lead a critical and high-impact portfolio within the Global Large Law Firms (GLLF) segment. This role sits at the intersection of commercial strategy and operational execution - responsible for driving specialty sales performance, bringing go-to-market strategies to life, and building the operational rigor that enables the segment to scale.

This leader will work closely with the VP of Sales and senior leadership across the segment to ensure continuity, alignment, and momentum across key commercial priorities.

About the Role

In this role as Director of Specialty Sales & GTM Operations, you will be accountable for:

Specialty Sales Leadership

• Lead and develop the specialty sales team, ensuring alignment to segment priorities and revenue targets

• Drive pipeline generation, deal progression, and close discipline across key solution areas

• Establish clear performance metrics, coaching cadence, and accountability structures

• Partner with core account and sales leaders to ensure integrated, client-centric account strategies

Go-To-Market Strategy & Execution

• Operationalize and execute GTM strategies across priority markets and offerings

• Translate segment strategy into clear sales plays, campaigns, and enablement plans

• Partner with marketing, product, and regional teams to ensure cohesive market activation

• Monitor and refine GTM effectiveness using data-driven insights

Business Operations & Execution

• Drive operational excellence across forecasting, pipeline reporting, and business rhythms

• Lead weekly and monthly business reviews, ensuring clarity on performance versus plan

• Identify and implement improvements in sales processes, tools, and coverage models

• Support annual planning, territory design, and resource allocation

Cross-Functional Leadership

• Act as a key liaison across sales, product, marketing, finance, and leadership teams

• Support executive-level initiatives and strategic programs within the segment

• Provide structured insights and recommendations to senior leadership

About You

You're a fit for the role of Director, Specialty Sales & GTM Operations if your background includes:

• 8+ years of experience in GTM strategy, sales leadership, business operations, revenue management, or a combination of these disciplines

• Demonstrated ability to translate strategy into execution - whether through direct sales leadership, operational transformation, or GTM program management

• Strong understanding of enterprise commercial cycles, ideally within legal, professional services, or B2B information solutions

• Experience driving GTM transformations, pricing and revenue initiatives, or operational improvements at scale

• Exceptional analytical skills with the ability to use data to diagnose performance gaps and guide decisions

• Outstanding communication and stakeholder management capabilities

• Proven ability to operate and influence effectively in a matrixed, global organization

• Experience leading or developing teams; formal people management experience is an asset but not a strict requirement

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What's in it For You?

• Hybrid Work Model: We've adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) 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.

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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