Enterprise Business Director

Are you a motivated, results-driven business development leader with a background in government sales or enterprise technology, and the ambition to build a national book of business? If so, let's talk.

Our Enterprise Business Director is a quota-carrying, focused role responsible for developing state and local government business across the United States. Rather than managing a single territory, you will shape how Thomson Reuters wins with state agencies nationwide: identifying the highest-value opportunities across all 50 states and the District of Columbia, building repeatable plays for common state priorities, and driving revenue through direct engagement with agency and executive decision-makers.

Key Responsibilities

• Own a national revenue plan and quota, maintaining consistent performance at or above 100% of YTD goals across monthly, quarterly, and annual targets.
• Build and execute a national prospecting strategy that prioritizes states and agencies based on budget capacity, policy priorities, procurement activity, and solution fit, and allocate your effort accordingly.
• Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focus on state-level decision-makers including agency directors, CIOs, chief procurement officers, cabinet secretaries, and state legislature staff across multiple states.
• Independently generate, qualify, and advance opportunities from initial outreach through close, or through handoff to Account Executives where appropriate.
• Identify and pursue multi-state opportunities, including those procured through national cooperative purchasing agreements, and coordinate them across states to close.
• Design and refine repeatable national go-to-market plays for common state needs such as public safety, justice operations, economic development, healthcare, and fiscal integrity, and scale what works across regions.
• Lead national and multi-state pursuits, aligning Account Executives, Solutions Engineers, Marketing, and Partnerships to bring the right resources to each deal.
• Demonstrate a strong command of state government procurement nationally, including state RFPs, cooperative purchasing agreements such as NASPO ValuePoint, differing state procurement regulations, and state fiscal year budget cycles.
• Represent Thomson Reuters at national forums and events (e.g., NASCIO, State Attorneys General Summit, PSMLS, state procurement associations), building executive relationships well beyond any single region.
• Conduct ongoing national market analysis, tracking state policy trends, legislative developments, competitor activity, and customer feedback to sharpen outreach strategy and identify new markets.
• Provide accurate, timely forecasting and pipeline visibility, and log all activities, customer contacts, and opportunity updates in Salesforce.
• Coach and collaborate with teammates across regions, sharing market intelligence and best practices with sales leadership and contributing to a consistent national sales methodology.
• Consistently live the Thomson Reuters culture and values.

Required Qualifications

• Demonstrated experience in a quota-carrying sales or business development role, with a track record of meeting or exceeding targets.
• Experience developing or managing a national or multi-region pipeline, including forecasting, deal strategy, and resource coordination.
• Experience building repeatable sales plays or playbooks that scale across teams or territories.
• Solid understanding of state government structures across multiple states, including how agencies, cabinet offices, governor's office staff, and legislatures differ from state to state.
• Working knowledge of state procurement across jurisdictions, including RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal year budget cycles.
• Excellent verbal and written communication skills, with the ability to tailor messaging for diverse state government and agency audiences.
• Strong interpersonal and relationship-building skills, with the ability to quickly establish credibility and trust with government executives and agency leadership at all levels.
• Active listening skills to identify a state agency's operational needs and challenges, and connect them to the right Thomson Reuters solutions.
• Proficiency in Salesforce or comparable CRM platforms, including pipeline reporting and forecasting.
• Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools.
• Ability to manage a national footprint across time zones, with a schedule aligned to state government working hours and procurement timelines.
• Willingness and ability to travel nationally as business needs require.
• Motivated, competitive, and self-directed, with a strategic mindset, a positive and team-oriented attitude, and comfort leading across regions.

Benefits

• Flexibility & Work-Life Balance: Flex My Way is a set of supportive workplace policies designed to help manage personal and professional responsibilities.
• 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.
• 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.
• Social Impact: Make an impact in your community with our Social Impact Institute.
• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency.