Sr. Director, Legal Sales Operations

Website Thomson Reuters

Powering people forward, to shape tomorrow.

Senior Director, Sales Operations – Legal

About The Role

In this opportunity as Senior Director, Sales Operations – Legal you will be responsible for managing daily operations to achieve the designated goals for Customer Market Segment Sales and Client Management teams across Corporate Market Segment of Thomson Reuters. The primary responsibilities of this position include partnering with the sales and business leadership to initiate and drive projects, lead CRM implementation, adoption and usage, identify opportunities to remove administrative burdens, improve the efficiency of the sales organization, own strategy and execution of annual planning and develop technology plan for field tools through operations to support retention and growth through tactical and strategic initiatives.

As the Senior Director, Sales Operations – Legal, you will:
Initiate and drive major projects involving data collection, analysis and investigation, develop recommendations, advocate initiatives, and create a model for implementation. The extent and range of projects include areas such as territory utilization projects, sales rep analysis and territory profiling and analysis and documenting best practice sales processes
Ownership of strategy, development and optimization of GTM planning
Actively partner to drive new technology model around sales tools & support to ensure efficiency and consistency in coaching, performance and reporting
Assess current operating processes and business model relative to the dynamics of the current market and position
Partner with Sales Enablement to build and improve the sales training program for onboarding and continuous education on products, sales skills and processes
Structure, document, and communicate rules of engagement and sales policies within organizations balanced between the right level of required documentation and ease of use
Work closely with all stakeholders and departments that directly and indirectly influence the success of the channels, such as Finance Operations, Customer Support, Sales Training and Sales Enablement to ensure optimal engagement with business plans
Serve as a primary resource for pre-sales inquiries while focusing team on key priorities that drive and impact sales
Partner with Sales leadership by initiating and driving major projects involving Sales Operations analysis and investigation including, but not limited to, developing recommendations, advocating prioritization of initiatives, and creating a model for implementation
Proactively integrate Sales Operations within Thomson Reuters business units that align with the greater business
Lead implementations for acquisition & global integration
Partner with Release Management and represent Sales for Business prioritization
Proactively create and implement strategies for sales process improvement and effectiveness that facilitates an organization of continuous process improvement
Develop productivity measures that align with efficiencies, product launches and key initiatives in support of revenue goals
Own key sales process(es) (Pre-Sales Exceptions, COB Review Board, Campaigns, System Enhancements) to drive sales and efficiencies
Facilitate and manage Sales Pilots
Oversee administration of systems & emerging technologies
Work across Sales Operations to ensure best practices in process, tools and adoption
Partner and drive relationships with Telephony and ITS

About You

You’re a fit for the role of Senior Director of Sales Operations if your background includes:
10+ years of experience in operations, sales, marketing or related experience
Four-year college degree required. JD or MBA preferred
Business operations experience, primarily in the area of project management and implementing process improvements
Prior people management experience required
Sales Pipeline and Forecasting process experience
Experience using business analytics to determine root causes and identify solutions
Demonstrated knowledge and understanding of sales and client management workflow procedures and general business workflows
Prior exposure to sales and client management environments and working directly with the sales and account management field and inside organization
Ability to travel as required by the needs of the business – estimated 20%
Proven ability to build relationships and influence all levels within the organization
Proven ability to constructively collaborate across channels, functions and businesses
Proven ability to lead, manage and coach a team of high performing employees
Strong thought leadership, influential communication skills, and a capacity to guide and direct field-facing initiatives through the leadership team
Strong business acumen and ability to optimize operational sales channel performance
Strong communication skills (both written and verbal, including ability to synthesize the work of others)
Ability to develop and demonstrate unique knowledge of the sales teams’ critical needs
Experience reviewing work processes that are supporting goals and recommending appropriate more efficient/effective workflow solutions for attainment
Proven effective project management capability in a highly-matrixed, customer-centric organization
Resourceful, with ability and desire to find solutions where they are not obvious

What’s in it For You?

You will join our inclusive culture of world-class talent, where we are committed to your

personal and professional growth through:
COVID-19 Response: Currently, as part of our COVID-19 a majority of our employees are working remotely and following local COVID-19 bylaws and guidelines, with the majority of our offices embrace a hybrid work environment consisting of in-office and remote work in 2022.
Culture: Globally recognized and award-winning reputation for equality, diversity and inclusion, flexibility, work-life balance, and more
Wellbeing: Comprehensive benefit plans; flexible and supportive benefits for work-life balance: work form anywhere (in country); caregiver paid time off, bereavement leave; company-wide Mental Health Day Off; Headspace app subscription; retirement, savings, tuition reimbursement, and employee incentive programs; resources for mental, physical, and financial wellbeing
Learning & Development: LinkedIn Learning access; internal Talent Marketplace with opportunities to work on projects cross-company; Ten Thousand Coffees Thomson Reuters café networking
Social Impact: Eight employee-driven Business Resource Groups; two paid volunteer days annually; Environmental, Social and Governance (ESG) initiatives for local and global impact
Purpose Driven Work: We have a superpower that we’ve never talked about with as much pride as we should – we are one of the only companies on the planet 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.

Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.

We are powered by the talents of 25,000 employees across more than 75 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. 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 diversity of culture and thought to deliver on our 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/Affirmative Action Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.

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