Nationwide Government Sales Specialist – High Value Accounts

Job Description

Are you a motivated, results-driven sales professional with a background in government sales or enterprise technology — and a hunger to own a national book of high-value accounts and drive real business? If so, let's talk.

Our Nationwide Government Sales Specialist is a quota-carrying, outbound-focused role built for sellers who understand the government landscape and know how to turn that knowledge into closed deals at the highest levels of spend. You will work with a market leader, partnering with a world-class sales organization to prospect and sell directly into the nation's highest-value government accounts — state and large local agencies, departments, and executive offices — bringing Thomson Reuters' industry-recognized cloud solutions to the agencies that need them most. This includes Thomson Reuters CLEAR, an AI-powered investigative and research platform trusted by government agencies nationwide to streamline operations, improve decision-making, and enhance mission effectiveness. The position offers a competitive base salary and variable compensation directly tied to your success, along with an extraordinary benefits package and extensive career growth opportunities.

Location: Remote based role with nationwide account coverage, must be based in the US.

Key Responsibilities

• Be a proactive, account-owning seller — responsible for generating pipeline, advancing opportunities, and driving revenue across an assigned portfolio of high-value government accounts nationwide. While you will at times be brought in to support Account Executives on active pursuits, the primary weight of this role is on independent outbound selling, with defined account accountability and quota attainment. You will prospect into state and major local agencies, departments, executive offices, and cabinet-level organizations across the country — building relationships and connecting decision-makers with the right Thomson Reuters solutions.

• Own and exceed the quota for your assigned portfolio of high-value accounts and monthly/annual sales targets, maintaining consistent performance at or above 100% of YTD goals

• Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focused emphasis on senior decision-makers at the largest government accounts nationwide, including agency directors, CIOs, chief procurement officers, cabinet secretaries, and legislative staff

• Independently generate, qualify, and advance opportunities within your assigned high-value accounts — from initial outreach through to close or handoff in collaboration with Account Executives

• Support Account Executives on active high-value pursuits when brought in, contributing your knowledge of Thomson Reuters solutions and the government market to help advance deals

• Build and develop trusted relationships with state and major local agencies, departments, executive offices, and multi-jurisdictional organizations, connecting them with the right Thomson Reuters solutions based on their operational needs and strategic priorities

• Demonstrate a solid understanding of how government procurement works at scale, including state and local RFPs, cooperative purchasing agreements, procurement regulations, and fiscal year budget cycles

• Travel nationwide as required to attend prospect meetings, agency visits, industry events, and conferences (e.g., NASCIO, NASPO, State Attorneys General Summit, PSMLS, national procurement associations) to build relationships and represent Thomson Reuters in the field

• Conduct ongoing market analysis of the government technology landscape nationwide, leveraging competitor insights, policy trends, legislative developments, and customer feedback to sharpen outreach strategies and identify new opportunities

• Accurately and promptly log all activities, customer contacts, and pipeline updates in Salesforce

• Actively engage in coaching and collaboration, sharing market intelligence and best practices with teammates and sales leadership

• Consistently live the Thomson Reuters culture and values

Required Qualifications

• Bachelor's degree preferred, or equivalent work experience in lieu of a degree

• Demonstrated experience in a quota-carrying sales role, with a track record of meeting or exceeding targets — government, enterprise SaaS, or large/strategic account sales strongly preferred

• Experience running or contributing to complex, multi-stakeholder pursuits — coordinating pursuit teams across sales, solution consulting, legal, pricing, and executive sponsors to win large, long-cycle deals

• A track record of developing and closing $500K - $1M opportunities — building deals from initial qualification through business case, pricing strategy, and executive approval
• Solid familiarity with government structures at the state and major local levels, including agencies, departments, cabinet offices, executive staff, and legislative bodies

• Working understanding of government procurement processes, including state and local RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal year budget cycles

• Knowledge of government policy priorities and challenges (e.g., public safety, economic development, healthcare, justice operations) is a strong plus

• Excellent verbal and written communication skills, with the ability to tailor messaging for senior government and agency audiences

• Strong interpersonal and relationship-building skills; ability to quickly establish credibility and trust with government executives and agency leadership at all levels

• Active listening skills to identify an agency's operational needs and challenges, and connect them to the right Thomson Reuters solutions

• Proficiency in Salesforce or comparable CRM platforms

• Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools

• Commitment to a schedule that aligns with government working hours across US time zones and procurement timelines

• Willingness and ability to travel nationwide as required by account and business needs

• Motivated, competitive, and self-directed with a positive, team-oriented attitude

Preferred Qualifications

• Familiarity with Thomson Reuters CLEAR or comparable investigative, legal research, or intelligence platforms is a plus — but not required

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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.

• 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. Our Grow My Way programming and skills-first approach ensures you have the tools and knowledge to grow, lead, and thrive in an AI-enabled future.

• 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. We live by our values: Obsess over our Customers, Compete to Win, Challenge (Y)our Thinking, Act Fast / Learn Fast, and Stronger Together.

• Social Impact: Make an impact in your community with our Social Impact Institute. We offer employees two paid volunteer days off annually and opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.

• Making a Real-World Impact: We are one of the few companies globally that helps its customers pursue justice, truth, and transparency. Together, with the professionals and institutions we serve, we help uphold the rule of law, turn the wheels of commerce, catch bad actors, report the facts, and provide trusted, unbiased information to people all over the world.

In the United States, Thomson Reuters offers a comprehensive benefits package to our employees. Our benefit package includes market competitive health, dental, vision, disability, and life insurance programs, as well as a competitive 401k plan with company match. In addition, Thomson Reuters offers market leading work life benefits with competitive vacation, sick and safe paid time off, paid holidays (including two company mental health days off), parental leave, sabbatical leave. These benefits meet or exceeds the requirements of paid time off in accordance with any applicable state or municipal laws. Finally, Thomson Reuters offers the following additional benefits: optional hospital, accident and sickness insurance paid 100% by the employee; optional life and AD&D insurance paid 100% by the employee; Flexible Spending and Health Savings Accounts; fitness reimbursement; access to Employee Assistance Program; Group Legal Identity Theft Protection benefit paid 100% by employee; access to 529 Plan; commuter benefits; Adoption & Surrogacy Assistance; Tuition Reimbursement; and access to Employee Stock Purchase Plan.

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 $199,500 USD - $370,500 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 10/31/2026.

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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