Director, AI Specialty Sales - Small Law

Job Description

The Director, AI Specialty Sales leads the Small Law strategy for AI adoption, revenue growth, and customer acquisition. This leader owns the go-to-market approach for CoCounsel Legal and other AI solutions, working across sales, partnerships, and the broader Legal Professionals organization.

The role leads a specialty sales team that helps law firms evaluate, purchase, adopt, and realize value from legal AI. It connects Sales, Product, Marketing, Customer Success, Partnerships, and Enablement to create a consistent customer experience and accelerate growth.

Success requires a leader who can scale effective sales motions, strengthen the partnership ecosystem, translate competitive insights into action, and build a highperforming team.

Key Responsibilities

Lead AI revenue growth

• Own the growth strategy for CoCounsel Legal and other AI solutions across Small Law, leading the AI Specialty Sales and Partnership & Alliance Sales teams.
• Deliver revenue, pipeline, adoption, and market share goals, growing AI trial volume and conversion.

Build and lead a high-performing team

• Recruit, coach, and retain top AI sellers and leaders, setting clear goals and operating rhythms that build accountability and continuous improvement.
• Develop deep expertise in legal AI, customer workflows, and competitive positioning.

Drive AI go-to-market execution

• Align priorities across Sales, Product, Marketing, Customer Success, RevOps, Partnerships, and Enablement, and build co-sell motions that complement existing coverage.
• Coordinate the customer journey from trial through expansion, creating scalable programs and processes.

Advance AI enablement and market leadership

• Build AI and competitive readiness across the sales organization, with Enablement and Product Marketing, and turn market insights into clear seller actions.
• Represent Thomson Reuters as an AI thought leader with customers, partners, and the legal community.

Lead strategic influence programs

• Lead influencer programs, including Bar Alliance and professional association relationships, and expand the partner ecosystem to grow partner-sourced and partner-influenced opportunities.
• Strengthen Thomson Reuters’ visibility and competitive position with Marketing and Partnerships

Required Qualifications

• 8+ years of sales experience, including multiple years leading high-performing sales teams
• Demonstrated success building and executing growth strategies
• Experience leading complex cross-functional initiatives
• Strong forecasting, pipeline management, sales coaching, and operational leadership skills
• Ability to influence senior leaders and drive alignment across multiple functions
• Excellent communication, presentation, and executive engagement skills
• Experience navigating fast-moving technology markets

Preferred Qualifications

• Experience selling AI, SaaS, legal technology, or productivity solutions
• Knowledge of the legal market and legal professional workflows
• Experience working with channel, alliance, or partnership ecosystems
• Experience leading customer adoption and change-management initiatives
• MBA, JD, or equivalent business leadership experience
  

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What’s in it For You?

• 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.

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.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

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