Sr. Sales Specialist, Govt. HighQ & Partnership Sales

Sr. Sales Specialist

Thomson Reuters is seeking a highly experienced and strategic Senior Sales Specialist to drive growth of HighQ and CoCounsel — two of Thomson Reuters' most transformative and innovative platforms — along with our expanding Partnerships and Alliances portfolio within the Government segment. This is a senior-level, quota-carrying individual contributor role operating at the intersection of complex technology sales, government procurement, enterprise account strategy, and a rapidly growing ecosystem of partner solutions. At Thomson Reuters, we win together. This role thrives in a team selling environment where collaboration, trust, and shared accountability are the foundation of success. The ideal candidate is not only a skilled sales professional, but a natural collaborator who knows how to bring out the best in those around them — aligning internal teams, partners, and stakeholders toward a common goal. They bring deep public sector expertise, a consultative sales approach, and the ability to orchestrate cross-functional resources to deliver transformative solutions to state and federal government clients.

Location: remote based position, must be based in the US.

About the Role :

In this opportunity as a Sr. Sales Specialist, you will:

HighQ Sales

• •Serve as the subject matter expert and primary sales driver for HighQ within the Government segment, articulating its value as a platform that eliminates barriers to service delivery, minimizes administrative burden, and reduces overhead costs by streamlining document sharing, task allocation, and data transparency — while seamlessly integrating to lessen the risk of missing vital information.
• •Position and sell HighQ's full capabilities to government legal departments, including matter intake, contract lifecycle and asset management, and end-to-end transaction and litigation management.
• •Demonstrate the value of HighQ's secure platform that integrates advanced AI capabilities and agentic solutions directly into legal workflows, delivering exceptional experiences with 24/7 access to legal matters, real-time document collaboration, and embedded AI for instant insights.

CoCounsel Sales

• •Serve as a sales driver and subject matter expert for CoCounsel — Thomson Reuters' generative AI-powered legal assistant — within the Government segment.
• •Navigate government-specific AI adoption concerns, including data privacy, security, acceptable use policies, and responsible AI governance, with confidence and expertise — working cross-functionally with legal, compliance, and security teams to address agency requirements.
• •Partner closely with Westlaw and Practical Law specialists to position CoCounsel as the AI layer that amplifies the value of the broader TR content ecosystem within government accounts.

Partnerships & Alliances Sales

• •Drive revenue growth through the sale of current and future partnership products within the Government segment, executing full-cycle sales motions including prospecting, discovery, demos, and closing.
• •Maintain deep and current product knowledge of Thomson Reuters' partnership offerings and other emerging partner solutions — and confidently position them as complementary capabilities that extend the value of the core TR platform for government legal teams.
• •Prospect and qualify government accounts for partnership products using defined criteria, identifying opportunities where partner solutions address specific agency workflows, litigation needs, complex case management requirements, or high-volume document environments.
• •Partner with Government territory owners and account executives to identify and support partnership opportunities within strategic accounts, ensuring a coordinated and seamless experience for the client.
• •Collaborate with partner teams for technical support, co-selling motions, and onboarding coordination — representing Thomson Reuters with professionalism and expertise throughout the partner engagement lifecycle.
• •Leverage Salesforce tagging and enablement tools to track, manage, and report on partnership opportunities, pipeline activity, and deal progression with accuracy and discipline.
• •Lead co-selling motions with partner organizations and transition to independent selling as enablement matures, demonstrating increasing fluency and confidence across the full partnerships portfolio.
• •Complete enablement certifications and maintain up-to-date product fluency across all current and future partnership offerings, serving as a credible and knowledgeable resource for both internal teammates and government clients.

Strategic & Cross-Functional Sales Leadership

• •Lead complex, multi-stakeholder sales engagements across Thomson Reuters' full product portfolio in strategic government accounts, coordinating across product lines including CoCounsel Legal, HighQ, and partner solutions.
• •Serve as the sales lead for cross-functional sales teams, aligning resources across product specialists, solution engineers, customer success, legal, and executive leadership to pursue and close large, strategic opportunities — and doing so in a way that is inclusive, communicative, and respectful of each team member's expertise.
• •Engage at the executive and agency leadership level to position Thomson Reuters as a strategic technology partner — not just a vendor — across the full spectrum of government legal and operational needs.
• •Actively contribute to a culture of shared success by openly communicating pipeline activity, sharing competitive intelligence, and supporting teammates across the broader Government sales organization.
• •Understand that individual success in this role is directly tied to the success of the team — and approach every opportunity with that mindset.

State & Federal Government Focus

• •Navigate complex government procurement processes, including RFPs, sole-source justifications, cooperative purchasing vehicles, and GSA/contract schedules — partnering closely with proposal, legal, and pricing teams to put forward the strongest possible response.
• •Build and maintain deep relationships with key stakeholders across state attorneys general offices, federal agencies, legislative bodies, courts, and public legal departments.
• •Stay current on government regulatory trends, legal technology mandates, AI governance policies, and agency modernization initiatives to proactively align TR solutions with evolving needs.
• •Collaborate with government affairs, channel, and partner teams to maximize reach and influence across both state and federal ecosystems.

About You:

You're a fit for the role of Sr. Sales Specialist if you are/have:

• •7+ years of experience in sales within the public sector (state and/or federal government), with a demonstrated track record of closing complex, high-value technology deals.
• •A true team player with a collaborative mindset and a proven ability to work effectively across matrixed organizations — including with account executives, product specialists, solution engineers, partner teams, marketing, and executive sponsors.
• •Demonstrated success operating in a team selling model, where credit is shared, communication is constant, and the collective outcome matters more than individual recognition.
• •Deep understanding of government procurement cycles, budget processes, and the unique compliance and security requirements of public sector agencies.
• •Proven ability to lead cross-functional sales efforts and manage multi-threaded enterprise opportunities from prospecting through close.
• •Experience selling SaaS platforms, legal technology, AI-powered solutions, or information services strongly preferred.
• •Familiarity with AI adoption trends in the public sector, including responsible AI frameworks, data governance, and government security standards such as FedRAMP.
• •Strong understanding of AI-driven legal solutions, document intelligence, and high-volume document environments as they apply to government