Director, AI Specialty Sales - Small Law

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.

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

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

Preferred Qualifications

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

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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.