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.
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
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.
- 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.