Description
Thomson Reuters is looking for a Sales Director to lead and scale its Tax Solutions business in the Small and Medium Business (SMB) segment.
The Sales Director will own the revenue strategy and results for a team of sales managers and/or account executives. The team sells tax technology and workflow solutions to small and mid-sized businesses.
Key Responsibilities
Revenue & Strategy
- Own and deliver annual and quarterly sales targets (new business, cross-sell, upsell, and renewal) for the SMB Tax portfolio.
- Develop and execute a go-to-market plan covering territory design, segmentation, pricing, and channel strategy.
- Build and maintain a healthy, accurately forecasted pipeline, and report on it regularly to senior leadership.
- Identify market trends, competitive threats, and whitespace opportunities in the SMB tax and accounting market.
Team Leadership
- Recruit, onboard, coach, and retain a high-performing sales team.
- Set clear goals and KPIs, run regular pipeline and performance reviews, and manage performance.
- Build a culture of accountability, collaboration, inclusion, and continuous learning.
- Develop front-line managers and future sales leaders.
Customer & Market Engagement
- Act as an executive sponsor on strategic deals and key customer relationships.
- Promote a consultative, solution-based selling approach tied to customer outcomes such as efficiency, compliance, and accuracy.
- Represent Thomson Reuters at industry events, webinars, and professional associations.
Cross-Functional Partnership
- Work closely with Marketing, Product, Customer Success, Sales Operations, Finance, and Legal to improve the customer journey and the win rate.
- Provide customer and market feedback to Product teams to inform the roadmap.
- Ensure disciplined use of CRM (e.g., Salesforce, Gong) and sales enablement tools.
Required Qualifications
- 10 years of B2B sales experience, including 8 years in sales leadership or quota-carrying teams.
- Proven track record of meeting or exceeding revenue targets in a SaaS, software, or information-services environment.
- Experience selling to SMB customers in a high-velocity, multi-channel (inside, field, digital) model.
- Strong understanding of tax, accounting, or professional-services workflows and buyers.
- Skill in forecasting, pipeline management, and data-driven decision-making.
- Excellent communication, negotiation, and executive-presence skills.
- Bachelor's degree in Business, Finance, Accounting, or a related field, or equivalent experience.
Success Measures (First 12 Months)
- Attainment of annual bookings and revenue targets.
- Improved pipeline coverage and forecast accuracy.
- New-logo growth and increased cross-sell/upsell.
- Higher retention and customer satisfaction.
- Team engagement, ramp time for new hires, and low regretted attrition.
What's in it For You?
- Hybrid Work Model: flexible hybrid working environment.
- Flexibility & Work-Life Balance: supportive workplace policies.
- Career Development and Growth: culture of continuous learning and skill development.
- Industry Competitive Benefits: comprehensive benefit plans.
- Culture: globally recognized, award-winning reputation for inclusion and belonging, flexibility, work-life balance, and more.
- Social Impact: opportunities to make an impact in the community.
- Making a Real-World Impact: helping customers pursue justice, truth, and transparency.
The target total cash compensation range for this role is $255,500 USD - $474,500 USD.