Director, Specialty Sales & GTM Operations

About the role

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.

Responsibilities

• 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
• Go-To-Market Strategy & Execution
  • Partner with core account and sales leaders to ensure integrated, client-centric account strategies
  • Operate 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

Requirements

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
• Prowed 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