Sales Director

Thomson Reuters

. Lead Thomson Reuters Japan's Legal Sales organization .

Posted 10/6/2026full-timeTokyo • JapanLeadWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading sales strategies for legal technology solutions, with a strong focus on revenue growth, team leadership, and consultative selling. Proficient in navigating complex sales cycles and fostering strategic relationships within the legal industry.

Highest-signal resume keywords

Legal AI Solution SellingEnterprise Software SalesPeople ManagementStrategic Account PlanningNegotiation and Contract Management

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentRevenue ForecastingPipeline ManagementConsultative SellingDigital Transformation ExpertiseComplex Sales Cycle NavigationAI-Enabled Solution SellingLegal Technology UnderstandingContract Lifecycle ManagementRegulatory Compliance Solutions

Soft Skills

Team LeadershipCoaching and DevelopmentCollaborationAccountabilityCustomer Education

Certifications & Qualifications

Bachelor's Degree in Business or Related FieldAdvanced Degree (MBA, JD, LLM or Equivalent)

Industry Keywords

Legal InformationLegal ResearchCorporate Legal DepartmentsProfessional Services FirmsRegulated IndustriesLegal WorkflowsLegal AssociationsIndustry InfluencersSales EngineeringCustomer Success

About the role

Key responsibilities & impact

Lead Thomson Reuters Japan's Legal Sales organization
Drive revenue growth across legal information, legal research, legal AI, workflow and compliance solutions
Develop and execute sales strategies targeting corporate legal departments, law firms, government organizations, educational institutions and other legal professionals
Own Legal business bookings, revenue, pipeline and forecast for Japan
Develop and execute annual business plans aligned with regional and global growth objectives
Drive acquisition, expansion and retention strategies across all Legal market segments
Achieve quarterly and annual sales targets
Lead complex, consultative sales engagements for Legal AI solutions, research platforms, contract lifecycle management, and regulatory/compliance solutions
Lead, coach and develop Legal Sales Managers, Business Development Managers and SDRs
Build a culture of accountability and create career development opportunities
Recruit and onboard top sales talent
Foster continuous improvement and collaboration across the team
Partner with Customer Success, Product Management, Sales Engineering and other functions for go-to-market execution and customer success
Position Thomson Reuters as a trusted advisor in Legal AI adoption
Educate customers on emerging technology trends and provide market feedback to product teams
Represent Thomson Reuters at industry events
Develop strategic relationships with law societies, legal associations and industry influencers to drive thought leadership

Requirements

What you’ll need

10+ years of enterprise software, SaaS or technology solution sales experience
5+ years of people management experience
Bachelor's degree in business or related field
Proven track record of consistently achieving or exceeding annual sales targets
Proven ability to navigate complex enterprise sales cycles lasting 6+ months
Strategic account planning
Consultative and value-based selling
Executive stakeholder management
Negotiation and contract management
Forecasting and pipeline management
Team leadership and coaching
Expertise in digital transformation and AI solution selling
Japanese and English business proficiency
Experience selling into corporate legal departments, professional services firms or regulated industries
Understanding of legal industry workflows and legal technology
Experience selling AI-enabled enterprise solutions
Familiarity with legal research, compliance, contract management or risk solutions
Experience working in a matrix global organization
Advanced degree (MBA, JD, LLM or equivalent) is advantageous

Benefits

Comp & perks

Flexible hybrid working environment with 2–3 days a week in the office depending on the role
Flexible work arrangements, including work from anywhere for up to 8 weeks per year
Flexible vacation
Two company-wide Mental Health Days off
Access to the Headspace app
Retirement savings
Tuition reimbursement
Employee incentive programs
Resources for mental, physical, and financial wellbeing
Two paid volunteer days off annually
Opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives
Career development and growth through continuous learning, skills development, Grow My Way programming, and skills-first programming
Inclusion and belonging, flexibility, and work-life balance programs