Senior Manager, GTM Strategy & Execution
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Job Description
GTM strategy leader helping Thomson Reuters grow legal technology adoption among Mid Law firms. Defining target accounts, shaping account plans, and influencing pipeline.
Responsibilities:
- Define ideal customer profiles for CoCounsel Legal, New-to-Online Business, and Partnerships growth pillars
- Build targeting criteria and persona frameworks for Mid Law firms and practice areas
- Identify and prioritize High Value Growth accounts and map buying committees
- Maintain current intelligence on Mid Law adoption of AI, research workflows, and legal technology
- Partner with sales executives to create account plans for high-value Mid Law firms
- Sequence engagement across buying committees through deals with Account Executives
- Contribute to deal reviews, QBRs, and account strategy sessions
- Partner with marketing on demand, content, event, and webinar programs for prioritized accounts
- Connect the field with product marketing and content teams
- Monitor intent signals, market trends, and account engagement data
- Design and run tests to validate firm profiles, practice areas, and use cases
- Build dashboards and reporting for pipeline influence, win rate, deal velocity, and product/practice-area coverage
- Continuously refine strategy, tactics, and resourcing based on data
Requirements:
- 7 or more years in go-to-market strategy, sales strategy, account management, or a field-facing revenue role
- Track record of turning market and deal data into targeting and account plans influencing pipeline and revenue
- Ability to define ideal customer profiles, targeting criteria, and buying committee mapping
- Strong analytical skills and ability to interpret deal data and market signals
- Experience with deal reviews, QBRs, and account planning
- Hands-on experience with Salesforce, Gong Engage, and LinkedIn Sales Navigator or similar tools
- Ability to define hypotheses, test them, and iterate
- Strong written and verbal communication skills
- Nice to have: familiarity with legal technology and Mid Law buying dynamics
- Nice to have: experience selling or building go-to-market strategy for law firms, particularly Mid Law firms
- Nice to have: exposure to Thomson Reuters products or competitive and reseller platforms
Benefits:
- Flexible work arrangements, including work from anywhere for up to 8 weeks per year
- Flexible vacation
- Two company-wide Mental Health Days off
- Headspace app access
- Retirement savings
- Tuition reimbursement
- Employee incentive programs
- Resources for mental, physical, and financial wellbeing
- Two paid volunteer days off annually
- Opportunities for pro-bono consulting projects and ESG initiatives
- Health insurance
- Dental insurance
- Vision insurance
- Disability insurance
- Life insurance
- Competitive 401(k) plan with company match
- Paid time off
- Paid holidays
- Parental leave
- Sabbatical leave
- Optional hospital, accident and sickness insurance
- Optional life and AD&D insurance
- Flexible Spending Accounts
- Health Savings Accounts
- Fitness reimbursement
- Employee Assistance Program
- Group Legal Identity Theft Protection
- 529 Plan
- Commuter benefits
- Adoption & Surrogacy Assistance
- Employee Stock Purchase Plan
- Annual bonus eligibility based on enterprise and individual performance
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