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.

Responsibilities

• Lead and develop the sales organization to achieve and exceed assigned sales, revenue, pipeline, and growth objectives.
• Establish 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.
• Build and maintain a high-performing, accountable sales culture through recruiting, coaching, performance management, talent development, retention, and succession planning.
• Lead 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.
• Drive sales methodology improvements based on market dynamics, customer buying behaviors, and organizational growth priorities.
• Provide 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.
• Lead 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.
• Ensure sales activity, pipeline, opportunity data, and forecasts are accurately and consistently maintained in Salesforce.
• Support high-value and strategic opportunities by coaching sales teams on discovery, value articulation, solution positioning, executive engagement, negotiation, and closing strategy.
• Partner 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.
• Collaborate with Partnerships & Alliances to identify and pursue joint-market opportunities, strengthen partner relationships, and expand routes to market.
• Work 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.
• Build and maintain executive-level relationships with key clients, prospects, partners, and industry stakeholders.
• Monitor 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.

Requirements

• 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.

Benefits

• Hybrid Work Model: Flexible hybrid working environment for office-based roles while delivering a seamless experience that is digitally and physically connected.
• Flexibility & Work-Life Balance: Flex My Way policies to manage personal and professional responsibilities, including work from anywhere for up to 8 weeks per year.
• Career Development and Growth: Culture of continuous learning and skill development with Grow My Way programming and a skills-first approach.
• Industry Competitive Benefits: Comprehensive benefit plans including 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 for inclusion and belonging, flexibility, work-life balance, and values-driven environment.
• Social Impact: Two paid volunteer days off annually and opportunities for pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.
• Making a Real-World Impact: Contribute to upholding the rule of law, turning the wheels of commerce, catching bad actors, reporting the facts, and providing trusted, unbiased information.

In the United States, Thomson Reuters offers a comprehensive benefits package including market-competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. Additional benefits include optional hospital, accident, and sickness insurance; optional life and AD&D insurance; Flexible Spending and Health Savings Accounts; fitness reimbursement; Employee Assistance Program; Group Legal Identity Theft Protection; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

Pay

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.