Sales Manager, Partnerships/Alliances & New Sales – Mid Law

Thomson Reuters is a global leader in providing trusted content and technology solutions. The Sales Manager will lead a team focused on driving revenue growth through partnerships and new customer acquisition within the Mid Law sector, while ensuring effective integration of strategies into the broader sales organization.

Responsibilities:

• Lead, coach, and develop a team of sellers focused on partnership-led growth in HVG accounts and new logo acquisition in Core accounts
• Own team quota attainment, pipeline creation, and revenue performance across both motions
• Build and scale partner-sourced pipeline within HVG firms, creating repeatable co-selling plays that expand reach and influence within large, complex accounts
• Drive new logo pipeline and conversion within Core firms, establishing disciplined outbound and prospecting strategies
• Partner closely with territory owners, regional leaders, and account teams to embed these motions into existing account strategies and maximize deal conversion
• Instill rigorous sales process discipline, including qualification around buying process, timelines, stakeholder mapping, and multi-threading
• Coach sellers to position AI and partnership solutions as firm-level transformation drivers (efficiency, margin, competitive advantage) rather than point solutions
• Develop strategies to engage law firm partners, practice leaders, and key decision-makers, expanding firm-wide adoption beyond traditional contacts
• Monitor team activity, pipeline, and forecasting through Salesforce and Gong, ensuring strong opportunity hygiene and forecast accuracy
• Work cross-functionally with enablement, product, and partner teams to ensure deep product fluency and ongoing certification
• Serve as an escalation point for complex, cross-functional deals, providing hands-on deal coaching and executive-level support
• Recruit, onboard, and ramp new sellers as the team scales
• Act as a builder and operator, helping define go-to-market strategy, sales plays, and partnership programs as this motion evolves

Requirements:

• 5+ years in B2B sales, preferably in legal tech or SaaS, with at least 2 years in a sales management or team lead capacity
• Demonstrated success leading quota-carrying teams with a strong track record in new business acquisition and revenue growth within existing accounts
• Experience building or scaling partner-led and/or indirect sales motions, ideally in an overlay or matrixed environment
• Proven ability to influence without authority, working across territory owners, account teams, and partners to drive outcomes
• Strong track record of improving deal qualification, sales process rigor, and conversion rates
• Proven ability to break into new accounts and expand influence across multiple stakeholders, including law firm partners and practice leaders
• Strong understanding of AI-driven legal solutions and document intelligence, with the ability to position these as transformational solutions tied to ROI and firm performance
• Proficiency with Salesforce for pipeline management, forecasting, and performance tracking
• Excellent coaching, communication, and leadership skills with a track record of developing high-performing sales talent
• Comfort operating in a fast-moving, evolving environment where you are expected to create structure, define plays, and drive execution
• Familiarity with mid-size law firm workflows preferred but not required, including litigation, complex case management, and high-volume document environments