Senior Sales Executive – Canadian Federal Government

This is a fully remote position, open to applicants in Canada.

📋 Description

• Take ownership of and expand a designated territory of Canadian Federal Government accounts, crafting multi-year account strategies that align with departmental objectives and Treasury Board priorities.

• Generate new revenue by identifying and securing opportunities for Thomson Reuters' AI-powered products, such as CoCounsel (generative AI legal research), Westlaw Edge Canada, Practical Law, and compliance and risk solutions tailored for government.

• Manage the entire sales process — from prospecting and discovery to demonstration, proposal, negotiation, and closing — utilizing consultative selling approaches suited to the intricate public sector purchasing processes.

• Utilize the Government of Canada's AI adoption strategy, including the Directive on Automated Decision-Making, to present Thomson Reuters solutions as essential tools for legal and compliance teams.

• Serve as a trusted advisor to federal clients on AI applications in legal research, regulatory compliance, and government intelligence, converting technical capabilities into tangible business value for departments.

• Provide engaging product demonstrations that highlight AI-enhanced features such as natural language legal research, document drafting support, regulatory change tracking, and predictive analytics.

• Collaborate with AI product experts and solutions engineers to address technical due diligence, security evaluations, and AI governance needs specific to the Government of Canada.

• Inform clients about responsible AI usage, data residency, and privacy compliance relevant to federal procurement, ensuring alignment with the Privacy Act, Bill C-27, and TBS AI guidelines.

• Navigate and utilize federal procurement mechanisms such as the NMSO, ProServices, and other supply arrangements to facilitate contract execution.

• Develop and sustain executive-level relationships across targeted departments, including Justice Canada, Public Safety, CRA, IRCC, GAC, DND, PCO, and Treasury Board Secretariat.

• Work in partnership with government relations professionals, lobbyists, and procurement advisory firms that influence federal purchasing decisions.

• Oversee pipeline accuracy and forecast activities in Salesforce CRM, providing regular updates on territory performance, market insights, and competitor movements.

• Collaborate with Customer Success and Professional Services teams to enhance post-sale adoption and satisfaction, minimizing churn and maximizing renewals.

• Conduct regular business reviews with key accounts to identify growth opportunities and synchronize Thomson Reuters' product roadmap with client priorities.

• Advocate for the customer’s perspective internally by relaying product feedback to AI and development teams based on insights gathered from the federal sector.

⛳️ Requirements

• Bachelor's degree in Business, Law, Political Science, Public Administration, or related field experience.

• Over 5 years of sales experience, particularly focused on Canadian Federal Government accounts.

• Proven track record navigating federal procurement systems, including NMSO, ProServices, and Buyandsell.gc.ca.

• Demonstrated capability to manage intricate, multi-stakeholder sales cycles in a consultative enterprise setting.

• Excellent communication skills in English; proficiency in French is a significant advantage, particularly in the National Capital Region.

• Skilled in Salesforce CRM and Microsoft 365; familiarity with AI-driven productivity and sales intelligence tools is beneficial.

• Background in selling SaaS, legal technology, information services, or AI/data products to government entities.

• Knowledge of Thomson Reuters products (Westlaw, CoCounsel, Practical Law) or similar legal research and GovTech platforms.

• Understanding of Canada's AI governance framework, including the Directive on Automated Decision-Making, Algorithmic Impact Assessment process, and implications of Bill C-27/AIDA.

• Experience collaborating with government lobbyists, public affairs consultants, or procurement advisory firms.

• Familiarity with the Canadian legal framework, federal regulatory environment, and public legal services.

• Eligibility for security clearance (Reliability Status or Secret level) is a significant advantage.

🏝️ Benefits

• Flexibility & Work-Life Balance: Flex My Way encompasses a range of supportive workplace policies aimed at helping employees manage personal and professional commitments, whether attending to family, contributing to the community, or taking time for self-care.

• Career Development and Growth: We nurture a culture of ongoing learning and skill enhancement to equip our talent to meet future challenges and deliver effective solutions.

• Industry Competitive Benefits: Our comprehensive benefits package includes 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: We have a globally recognized, award-winning reputation for inclusivity and belonging, flexibility, and work-life balance, among other commendable attributes.

• Social Impact: Contribute positively to your community through our Social Impact Institute. Employees are granted two paid volunteer days off each year and have opportunities to engage in pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives.