Sales Director, Tax

Job Description

Thomson Reuters is looking for a Sales Director to lead and scale our Tax Solutions business in the Small and Medium Business (SMB) segment. You will own the revenue strategy and results for a team of sales managers and/or account executives. The team sells our tax technology and workflow solutions to small and mid-sized businesses.

You will be a player-coach for the segment. You will combine strategic planning, pipeline discipline, and talent development with a consultative, customer-first approach. The goal is to drive new-logo acquisition, expansion, and retention.

Key Responsibilities

Revenue & Strategy

• Own and deliver annual and quarterly sales targets (new business, cross-sell, upsell, and renewal) for the SMB Tax portfolio.

• Develop and execute a go-to-market plan covering territory design, segmentation, pricing, and channel strategy.

• Build and maintain a healthy, accurately forecasted pipeline, and report on it regularly to senior leadership.

• Identify market trends, competitive threats, and whitespace opportunities in the SMB tax and accounting market.

Team Leadership

• Recruit, onboard, coach, and retain a high-performing sales team.

• Set clear goals and KPIs, run regular pipeline and performance reviews, and manage performance.

• Build a culture of accountability, collaboration, inclusion, and continuous learning.

• Develop front-line managers and future sales leaders.

Customer & Market Engagement

• Act as an executive sponsor on strategic deals and key customer relationships.

• Promote a consultative, solution-based selling approach tied to customer outcomes such as efficiency, compliance and accuracy

• Represent Thomson Reuters at industry events, webinars, and professional associations.

Cross-Functional Partnership

• Work closely with Marketing, Product, Customer Success, Sales Operations, Finance, and Legal to improve the customer journey and the win rate.

• Provide customer and market feedback to Product teams to inform the roadmap.

• Ensure disciplined use of CRM (e.g., Salesforce, Gong ) and sales enablement tools.

Required Qualifications

• [10) years of B2B sales experience, including [8] years in sales leadership /or quota-carrying teams).

• Proven track record of meeting or exceeding revenue targets in a SaaS, software, or information-services environment.

• Experience selling to SMB customers in a high-velocity, multi-channel (inside, field, digital) model.

• Strong understanding of tax, accounting, or professional-services workflows and buyers.

• Skill in forecasting, pipeline management, and data-driven decision-making.

• Excellent communication, negotiation, and executive-presence skills.

• Bachelor's degree in Business, Finance, Accounting, or a related field, or equivalent experience.

Key Competencies

• Strategic thinking and commercial acumen

• Coaching and talent development

• Customer obsession

• Change leadership and adaptability

• Collaboration and influence across a matrixed organization

• Integrity and a strong ethical compass

• Proficiency with Salesforce and sales analytics tools.

Success Measures (First 12 Months)

• Attainment of annual bookings and revenue targets

• Improved pipeline coverage and forecast accuracy

• New-logo growth and increased cross-sell/upsell

• Higher retention and customer satisfaction

• Team engagement, ramp time for new hires, and low regretted attrition

Preferred Qualifications

• Familiarity with solution-selling methodologies

• Experience leading distributed or remote teams.

• MBA or relevant professional certification.

• Proficiency with Salesforce and sales analytics tools.

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.

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.

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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More information about Thomson Reuters can be found on thomsonreuters.com