Job Description
The Sales Director, Japan will lead Thomson Reuters Japan's Legal Sales organization and be responsible for driving revenue growth across legal information, legal research, legal AI, workflow and compliance solutions.
This role will develop and execute sales strategies targeting corporate legal departments, law firms, government organizations, educational institutions and other legal professionals.
The successful candidate will be a strategic sales leader capable of leading a high-performing team while personally engaging in complex enterprise opportunities involving digital transformation and AI adoption.
Key Responsibilities
In this opportunity as Sales Director, Japan, you will:
- Own Legal business bookings, revenue, pipeline and forecast for Japan; develop and execute annual business plans aligned with regional and global growth objectives.
- Drive acquisition, expansion and retention strategies across all Legal market segments and ensure achievement of quarterly and annual sales targets.
- Lead complex, consultative sales engagements for Legal AI solutions, research platforms, contract lifecycle management, and regulatory/compliance solutions with C-level and senior stakeholders.
- Lead, coach and develop Legal Sales Managers, Business Development Managers and SDRs; build a culture of accountability and create career development opportunities.
- Recruit and onboard top sales talent while fostering continuous improvement and collaboration across the team.
- Partner with Customer Success, Product Management, Sales Engineering and other functions to ensure effective go-to-market execution and customer success.
- Position Thomson Reuters as a trusted advisor in Legal AI adoption by educating customers on emerging technology trends and providing market feedback to product teams.
- Represent Thomson Reuters at industry events and develop strategic relationships with law societies, legal associations and industry influencers to drive thought leadership
Required Qualifications
You’re a fit for the role of Sales Director, Japan if you have the following required qualifications:
- 10+ years of enterprise software, SaaS or technology solution sales experience
- 5+ years of people management experience.
- Bachelor's degree in business or related field
- Proven track record of consistently achieving or exceeding annual sales targets
- Proven ability to navigate complex enterprise sales cycles lasting 6+ months
- Strategic account planning, consultative and value-based selling, executive stakeholder management, negotiation and contract management, plus forecasting and pipeline management
- Team leadership and coaching with expertise in digital transformation and AI solution selling
- Japanese and English business proficiency
Preferred Qualifications
- Experience selling into corporate legal departments, professional services firms or regulated industries
- Advanced degree (MBA, JD, LLM or equivalent) is advantageous
- Understanding of legal industry workflows and legal technology
- Experience selling AI-enabled enterprise solutions
- Familiarity with legal research, compliance, contract management or risk solutions
- Experience working in a matrix global organization
#LI-SC1
What’s in it For You?
Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) for our office-based roles while delivering a seamless experience that is digitally and physically connected.
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.
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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More information about Thomson Reuters can be found on thomsonreuters.com.
Skills Required
- 10+ years of enterprise software, SaaS, or technology solution sales experience
- 5+ years of people management experience
- Bachelor’s degree in business or a related field
- Proven track record of consistently achieving or exceeding annual sales targets
- Ability to navigate complex enterprise sales cycles lasting six or more months
- Experience with strategic account planning, consultative and value-based selling, executive stakeholder management, negotiation, contract management, forecasting, and pipeline management
- Team leadership and coaching expertise, including digital transformation and AI solution selling
- Experience selling to corporate legal departments, professional services firms, or regulated industries
- Advanced degree such as MBA, JD, or LLM
- Understanding of legal industry workflows and legal technology
- Experience selling AI-enabled enterprise solutions
- Familiarity with legal research, compliance, contract management, or risk solutions
- Experience working in a matrix global organization
- Native-level Japanese and business English proficiency
Thomson Reuters Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Thomson Reuters and has not been reviewed or approved by Thomson Reuters.
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Flexible Benefits — Flexible work options such as hybrid schedules and “Flex My Way” with Work From Anywhere allowances (including limited weeks abroad) are offered and positioned to support work-life balance. Feedback suggests policy-backed flexibility is a notable strength even though application can vary by role and manager.
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Leave & Time Off Breadth — Generous paid time off, enhanced bereavement, caregiver leave, two global mental-health days, and a sabbatical program expand time-away options. Paid parental leave is explicitly highlighted, with a global minimum described at 16 weeks.
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Healthcare Strength — Comprehensive medical, dental, and vision coverage is paired with wellbeing resources such as EAP, mental-health tools, and fitness/wellbeing programs. FSAs/HSAs and related health benefits reinforce the depth of the healthcare offering.
Thomson Reuters Insights
What We Do
Thomson Reuters (NYSE / TSX: TRI) informs the way forward by bringing together the trusted content and technology that people and organizations need to make the right decisions. The company serves professionals across legal, tax, accounting, compliance, government, and media. Its 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. For more information, visit tr.com.
