Director of Sales, Global Large Law Firms

Growth in Global Large Law isn't just about closing deals — it's about building the engine that drives net-new adoption of our agentic AI suite of products including CoCounsel Legal, Westlaw, Practical Law across the world's most sophisticated AmLaw firms. We're looking for a proven sales leader ready to step into a high-impact role architecting the strategy and team behind our net-new sales performance in Global Large Law Firms (GLLF).

As Director of Sales, you'll take ownership of the full hunting motion — from pipeline generation and deal execution to coaching discipline and growth strategy alignment — while building and developing a bench of Senior Sales Executives and Associate Sales Executives poised for growth. This is a chance to bring structure, visibility, and sharper execution to one of our most strategic books of business, partnering closely with GLLF Leadership, account teams, GCDs, ABM, and Product teams to turn opportunity into revenue.

If you're energized by hunting net-new business, coaching high-performing sales talent, and winning high-value deals in a complex, relationship-driven market, this role offers a unique opportunity to shape the future of how we grow our Global Large Law Firm relationships.

About the Role

In this role as Director of Sales, Global Large Law Firms, you will be accountable for:

Sales Team Leadership:

• Lead, mentor, and manage a team of high-performance Senior Sales Executives and Associate Sales Executives across GLLF

• Set and enforce standards for hunting activity, opportunity generation, and deal execution, holding the team accountable to individual and team success

• Build a bench through coaching, visibility, and career development planning

Net-New Sales Execution and Growth Strategy:

• Own hunter-led outreach directly to the attorney user community, including cold calling, cold messaging, and cold demos to generate qualified net-new opportunity

• Execute on growth strategies focused on securing high-value, high-impact deals that align with GLLF's revenue and growth goals

• Adapt sales approaches to engage attorneys effectively in virtual and digital selling environments

Coaching and Performance Development:

• Clearly communicate and track KPIs for the team, delivering regular coaching sessions on pipeline, deal structure, and timelines

• Create, update, and execute individualized coaching plans for each team member around skill development and career growth

• Deliver quarterly performance reviews aligned with each rep's coaching plan

Pipeline, Forecasting, and Reporting Rigor:

• Own monthly reporting on team performance and weekly reporting on sales pipeline and forecast

• Ensure reporting and commentary demonstrate clear alignment with the GLLF Growth Strategy

• Exceed sales targets through disciplined pipeline management and forecast accuracy

Market Intelligence and Customer Advocacy:

• Stay informed on market trends, competitor activity, and emerging opportunities, adapting sales strategy for maximum impact and flagging risk indicators

• Engage with key customers to build strong relationships and gather feedback and data that inform strategy

• Maintain a strong recruiting pipeline to support ongoing team growth

Cross-Functional Collaboration and Enablement:

• Partner with GLLF Leadership, account teams, GCDs, ABM, and Product teams to optimize growth opportunities across GLLF

• Foster a positive, collaborative team culture that supports high performance and retention of top talent

About You

You're a fit for the role of Director of Sales, Global Large Law Firms if your background includes:

• 8+ years of sales leadership experience, including direct people management of sales teams

• Proven track record of hunting and closing net-new business, including cold outreach and demo experience directly with end users

• Demonstrated ability to execute growth strategies focused on high-value, high-impact deals within complex, relationship-driven markets

• Strong proficiency in sales reporting, pipeline management, and forecast rigor, with experience delivering leadership-ready performance updates

• Demonstrated ability to build coaching rhythms and performance frameworks that connect team activity to measurable sales outcomes

• Experience partnering cross-functionally with account teams, GCDs, ABM, and Product teams to align strategy and maximize growth opportunities

• Knowledge of law firm customers and workflows preferred; JD preferred but not required

• Bachelor's degree or equivalent experience

• Strong analytical and executive communication skills, with the ability to identify solutions to business trends and recommend appropriate actions to senior executives

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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 $255,500 USD - $474,500 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.

This job posting will close 09/19/2026.

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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