Senior Sales Specialist - Government Risk State Business

Job Description

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

Our Senior State Government Sales Specialist is a quota-carrying, outbound-focused role built for sellers who understand the state government landscape and know how to turn that knowledge into closed deals. You will work with a market leader, partnering with a world-class sales organization to prospect and sell directly into state 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 state 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, must be based in the US.

Key Responsibilities

• Be a proactive, territory-owning seller — responsible for generating pipeline, advancing opportunities, and driving revenue within your defined geography. 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 territory accountability and quota attainment. You will prospect into state agencies, departments, executive offices, and cabinet-level organizations — building relationships and connecting decision-makers with the right Thomson Reuters solutions.

• Own and exceed your assigned territory quota 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 state-level decision-makers including agency directors, CIOs, chief procurement officers, cabinet secretaries, and state legislature staff

• Independently generate, qualify, and advance opportunities within your defined territory — from initial outreach through to close or handoff in collaboration with Account Executives

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

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

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

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

• Conduct ongoing market analysis of the state government technology landscape, leveraging competitor insights, state 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 state-level sales strongly preferred
• Solid familiarity with state government structures, including state agencies, state departments, cabinet offices, governor's office staff, and state legislature

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

• Knowledge of state 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 state 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 a state 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 state government working hours and procurement timelines

• Willingness and ability to travel as required by territory 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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