Director, AI Specialty Sales - Small Law

Job 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.

Success requires a leader who can scale effective sales motions, strengthen the partnership ecosystem, translate competitive insights into action, and build a highperforming team.

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 Qualification s
• 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, whether caring for family, giving back to the community, or finding time to refresh and reset. This builds upon our flexible work arrangements, including work from anywhere for up to 8 weeks per year, empowering employees to achieve a better work-life balance.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range varies across locations.

For any eligible US locations, unless otherwise noted, the target total cash compensation range for this role is $255,500 USD - $474,500 USD.

Pay is positioned within the range based on several factors including an individual’s knowledge, skills and experience with consideration given to internal equity.

Base pay and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.
Target total cash compensation ranges are inclusive of both base pay and any target sales incentive.
 This job posting will close 11/15/2026.

About Us

Thomson Reuters informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. We serve professionals across legal, tax, accounting, compliance, government, and media. Our products combine highly specialized software and insights to empower professionals with the data, intelligence, and solutions needed to make informed decisions, and to help institutions in their pursuit of justice, truth, and transparency.

Reuters, part of Thomson Reuters, is a world leading provider of trusted journalism and news.

We are powered by the talents of 26,000 employees across more than 70 countries, where everyone has a chance to contribute and grow professionally in flexible work environments. At a time when objectivity, accuracy, fairness, and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law.

Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

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