Sales Manager, CoCounsel Sales Specialist Team

The Sales Manager, CoCounsel Sales Specialists will lead a team responsible for driving customer migration, revenue activation, and account expansion for CoCounsel solutions within the Tax & Accounting Professional market. This leader will guide their Specialists in executing a high‑volume, phone‑based sales motion focused on increasing CoCounsel adoption, usage, and annual contract value within assigned territories.

The Sales Manager will ensure their team achieves results by coaching toward operational excellence, driving structured needs assessment, ensuring ROI‑focused value articulation, and supporting successful attainment of migration, revenue, and portfolio‑management goals.

About The Role

• Direct your team to meet monthly migration, conversion, and ACV growth targets. Ensure consistent deal throughput and revenue activation by supporting effective portfolio management and customer‑focused selling.
• Recruit, onboard, and coach a team of CoCounsel Sales Specialists to achieve sales quotas and drive key product adoption. Provide regular coaching on sales process, pipeline management, operational discipline, and value‑driven discovery.
• Ensure Specialists maintain complete and accurate CRM documentation and follow all reporting/portfolio management requirements.
• Guide the team in consistent execution of the CoCounsel sales methodology, including structured discovery, objection handling, and ROI‑based value articulation.
• Remove obstacles that slow migration or revenue activation and support Specialists in navigating complex customer scenarios.
• Partner with Marketing, Product, Segment, Sales Leadership, and other key stakeholders to align on GTM motions and support customer adoption.
• Provide field‑level insights that inform product, campaign, messaging, and operational enhancements.
• Ensure customers receive prompt, professional, high‑quality engagement throughout the migration process.
• Address issues impacting workflow, adoption, or service quality and drive resolution to support long‑term product success.

About You

• Education and Certification: B.S. in business or related area, MBA or CPA License preferred, with 5+ years of experience in Business-to-Business sales.
• Sales Experience: Proven track record of successful sales performance in a Business-to-Business marketplace, with sales management experience preferably in the tax and accounting market.
• Sales Skills: Experience with coaching sales process, product training, and professional development, with telemarketing or consultative sales experience strongly preferred.
• Personal Qualities: Ambitious self-starter with high energy and motivation, exceptional oral communication and relationship-building skills, and excellent organizational skills.
• Technical and Interpersonal Skills: Ability to interact effectively with a professional client base, adapt to change, and demonstrate computer proficiency in Microsoft Office and technology aptitude for internal systems.

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.

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 $146,300 USD - $271,700 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. This is inclusive of both base pay and any target sales incentive.

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.

Thomson Reuters makes reasonable accommodations for applicants with disabilities, including veterans with disabilities, and for sincerely held religious beliefs in accordance with applicable law. If you reside in the United States and require an accommodation in the recruiting process, you may contact our Human Resources Department at HR.Leave-Expert@thomsonreuters.com. Disability accommodations in the recruiting process may include things like a sign language interpreter, making interview rooms accessible, providing assistive technology, or other relevant accommodations. Please note this email is not intended for general recruitment questions and we will promptly respond to inquiries regarding accommodations. More information on requesting an accommodation here.

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