Vice President of Sales

Are you passionate about the chance to bring your sales leadership experience to a world class organization that is leading the way in both content and technology to make a safer and more secure world? Do you have the skills necessary to drive sales strategy? If you have a strong executive level business development background and revenue ownership skills, then Thomson Reuters Special Services (TRSS) is looking for you!

About the Role

The Vice President of Sales is responsible for leading and executing the sales strategy for TRSS across three core territories: Federal Law Enforcement/Civilian (FLE/Civ), National Security, and Commercial. This executive leader will drive revenue growth, market expansion, sales effectiveness, and customer engagement by building, coaching, and leading a high-performing sales organization.

Reporting to the Chief Revenue Officer, the Vice President of Sales is a key member of the CRO organization and will work closely alongside the Partnerships & Alliances, Marketing, and Strategic Solutions teams. The VP of Sales will develop and execute targeted sales campaigns in partnership with these functions to create demand, advance strategic opportunities, strengthen market positioning, and deliver against revenue objectives. The VP of Sales will also serve as a senior growth leader responsible for driving business development initiatives and leading the capture of large, complex opportunities across federal and commercial markets.

This role requires a strategic and hands-on sales leader who can establish scalable sales processes, improve sales execution, accurately forecast performance, develop talent, and build lasting relationships with customers and partners across complex federal and commercial markets. As the Vice President of Sales, you will also contribute to a variety of areas including:

• Leading and developing the sales organization to achieve and exceed assigned sales, revenue, pipeline, and growth objectives.

• Establishing clear territory strategies, account plans, market priorities, and go-to-market approaches that drive new customer acquisition, account expansion, usage, retention, and market share.

• Lead enterprise-wide business development efforts that identify and shape strategic growth opportunities, including the pursuit and capture of large, complex, and transformational deals that support TRSS's long-term growth objectives.

• Building and maintaining a high-performing, accountable sales culture through recruiting, coaching, performance management, talent development, retention, and succession planning.

• Leading the implementation, continuous refinement, and adoption of TRSS's sales methodology, ensuring a consistent approach to opportunity qualification, account planning, pipeline management, deal strategy, forecasting, and sales execution.

• Driving sales methodology improvements based on market dynamics, customer buying behaviors, and organizational growth priorities.

• Providing executive leadership for high-value pursuits, partnering with sales teams and cross-functional teams to shape competitive strategies, strengthen customer engagement, and improve win rates on large-scale opportunities.

• Leading a disciplined sales operating cadence, including pipeline reviews, forecast discussions, opportunity reviews, territory business reviews, executive reporting, and delivery of accurate forecasts with clear visibility into risks and opportunities.

• Ensuring sales activity, pipeline, opportunity data, and forecasts are accurately and consistently maintained in Salesforce.

• Supporting high-value and strategic opportunities by coaching sales teams on discovery, value articulation, solution positioning, executive engagement, negotiation, and closing strategy.

• Partnering closely with Marketing to develop and execute targeted sales campaigns, demand-generation initiatives, market messaging, and account-based programs that support territory and revenue priorities.

• Collaborating with Partnerships & Alliances to identify and pursue joint-market opportunities, strengthen partner relationships, and expand routes to market.

• Working with Strategic Solutions, Product Development, and other internal stakeholders to align TRSS offerings with customer needs, develop differentiated solutions, and identify opportunities for new or enhanced products and services.

• Building and maintaining executive-level relationships with key clients, prospects, partners, and industry stakeholders.

• Monitoring customer needs, market trends, competitive activity, and emerging opportunities across federal and commercial markets; communicate relevant insights to the CRO organization and broader TRSS leadership team.

About You

You are a good fit for the role of Vice President of Sales if you have/are:

• Bachelor’s degree in Business, Finance, Operations Management, Business Administration or a related field (MBA or advanced degree preferred).

• Minimum of 10–15 years of progressive sales and business development experience, including responsibility for revenue growth, strategic accounts, large-deal pursuits, capture activities, and complex sales cycles, with at least 5 years of executive-level sales leadership or sales management experience.

• Experience selling into federal government, national security, law enforcement, civilian agencies, commercial markets, or similarly complex customer environments.

• Experience with public records, open-source data, investigative solutions, risk, compliance, intelligence, data, or technology offerings.

• Demonstrated record of achieving or exceeding sales and revenue targets.

• Experience developing and executing sales strategies across multiple territories, customer segments, verticals, or go-to-market motions.

• Demonstrated experience implementing and refining sales methodologies that improve sales effectiveness, pipeline quality, forecast accuracy, and organizational performance across diverse markets and customer segments.

• Proven track record leading strategic business development initiatives and capturing large, complex opportunities, including multi-million-dollar federal, commercial, or enterprise deals.

• Experience partnering cross-functionally with marketing, strategic solutions, product, channel, partnerships, and alliance teams.

• Strong understanding of CRM platforms, sales analytics, and reporting; Salesforce experience strongly preferred.

• Exceptional leadership, communication, presentation, negotiation, and executive relationship-management skills.

• Strategic, data-driven, and highly accountable leader with the ability to translate business objectives into measurable execution plans.

• Customer-focused, collaborative, and comfortable operating in a fast-paced, evolving business environment.

• Ability to obtain and maintain a U.S. National Security Clearance.

• U.S. Citizenship required to comply with government contract requirements.

Location and Travel Requirements

This is a hybrid position, and the successful candidate must be within reasonable commuting distance of the McLean, Virginia area with the ability to work in-office 3 days per week. Ability to travel up to 30% for customer meetings, industry events, sales training, company meetings, and strategic planning sessions.

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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 $370,900 USD - $688,900 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.

Thomson Reuters makes reasonable accommodations for applicants with disabilities, including veterans with disabilities, and for sincerely held religious beliefs in accordance with applicable law. If you reside in the United States and require an accommodation in the recruiting process, you may contact our Human Resources Department at HR.Leave-Expert@thomsonreuters.com. Disability accommodations in the recruiting process may include things like a sign language interpreter, making interview rooms accessible, providing assistive technology, or other relevant accommodations. Please note this email is not intended for general recruitment questions and we will promptly respond to inquiries regarding accommodations. More information on requesting an accommodation here.

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