Director, AI Specialty Sales – Small Law

Thomson Reuters

. Lead the Small Law strategy for AI adoption, revenue growth, and customer acquisition .

Posted 10/15/2026full-timeRemote • United StatesLead💰 $255,500 - $474,500 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in AI adoption and sales strategy within the legal technology sector, with a strong focus on revenue growth, customer acquisition, and cross-functional leadership. Proven ability to influence stakeholders and drive alignment across diverse teams while enhancing competitive positioning.

Highest-signal resume keywords

AI Sales LeadershipRevenue Growth StrategyCross-Functional Initiative ManagementSales Coaching and ForecastingLegal Technology Knowledge

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentPipeline ManagementCustomer Adoption InitiativesChange ManagementMarket Insights Translation

Soft Skills

Excellent CommunicationPresentation SkillsExecutive EngagementInfluencing Senior Leaders

Tools & Technologies

AI SolutionsSaaS PlatformsLegal Technology Tools

Certifications & Qualifications

MBAJD

Industry Keywords

Legal MarketCustomer WorkflowsPartnership EcosystemCo-Sell MotionsCompetitive Positioning

About the role

Key responsibilities & impact

Lead the Small Law strategy for AI adoption, revenue growth, and customer acquisition
Own the go-to-market approach for CoCounsel Legal and other AI solutions
Lead AI Specialty Sales and Partnership & Alliance Sales teams
Deliver revenue, pipeline, adoption, market share, AI trial volume, and conversion goals
Recruit, coach, and retain AI sellers and leaders
Develop expertise in legal AI, customer workflows, and competitive positioning
Align Sales, Product, Marketing, Customer Success, RevOps, Partnerships, and Enablement
Build co-sell motions and scalable customer programs and processes
Coordinate the customer journey from trial through expansion
Build AI and competitive readiness across the sales organization
Translate market insights into seller actions
Represent Thomson Reuters as an AI thought leader with customers, partners, and the legal community
Lead influencer programs, including Bar Alliance and professional association relationships
Expand the partner ecosystem and grow partner-sourced and partner-influenced opportunities
Strengthen Thomson Reuters’ visibility and competitive position

Requirements

What you’ll need

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

Benefits

Comp & perks

Flexible work arrangements, including work from anywhere for up to 8 weeks per year
Flexible vacation
Two company-wide Mental Health Days off
Headspace app access
Retirement savings
Tuition reimbursement
Employee incentive programs
Resources for mental, physical, and financial wellbeing
Two paid volunteer days off annually
Pro-bono consulting projects and ESG initiatives
Health, dental, vision, disability, and life insurance programs
Competitive 401k plan with company match
Competitive vacation, sick and safe paid time off
Paid holidays, including two company mental health days off
Parental leave
Sabbatical leave
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 benefit
529 Plan access
Commuter benefits
Adoption & Surrogacy Assistance
Employee Stock Purchase Plan
Flexible and supportive benefits and wellbeing programs