Senior Sales Specialist – Government Risk, State Business

This is a fully remote position, open to applicants in New York, +1 more state.

📋 Description

• Develop a pipeline, progress opportunities, and generate revenue within a specified territory.

• Directly engage in prospecting and sales to state agencies, departments, executive offices, and cabinet-level organizations.

• Take ownership of and surpass the assigned territory quota along with monthly and annual sales objectives.

• Execute outbound prospecting via phone, email, social media, and face-to-face interactions.

• Create, qualify, and advance opportunities from initial outreach through to closure or handoff.

• Assist Account Executives with ongoing state-level pursuits.

• Establish trusted relationships with state agencies, departments, executive offices, and statewide organizations.

• Utilize knowledge of state RFPs, cooperative purchasing agreements, procurement regulations, and fiscal-year budget cycles.

• Travel for prospect meetings, visits to state agencies, industry events, and conferences.

• Evaluate the state government technology landscape, competitor insights, policy trends, legislative changes, and customer feedback.

• Record activities, customer interactions, and pipeline updates in Salesforce.

• Engage in coaching and collaboration, sharing market intelligence and best practices.

• Embody and promote the culture and values of Thomson Reuters.

⛳️ Requirements

• Preferred Bachelor's degree or equivalent work experience in place of a degree.

• Proven experience in a quota-carrying sales position with a history of meeting or surpassing targets.

• Strong preference for candidates with government, enterprise SaaS, or state-level sales experience.

• Good understanding of state government structures, including state agencies, departments, cabinet offices, governor's office staff, and state legislature.

• Working knowledge of state government procurement processes, encompassing state RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal year budget cycles.

• Familiarity with state government policy priorities and challenges is a significant advantage.

• Exceptional verbal and written communication skills.

• Strong interpersonal skills and the ability to build relationships.

• Active listening capabilities.

• Proficient in Salesforce or similar CRM platforms.

• Familiarity with social selling platforms like LinkedIn and AI-enhanced sales tools.

• Commitment to a schedule that aligns with state government working hours and procurement timelines.

• Willingness and capability to travel as necessary.

• Motivated, competitive, self-directed, positive, and team-oriented.

• Familiarity with Thomson Reuters CLEAR or similar investigative, legal research, or intelligence platforms is a plus, but not mandatory.

• Must reside in the United States.

🏝️ Benefits

• Flexible work arrangements, including the option to work from anywhere for up to 8 weeks each year.

• Flexible vacation policy.

• Two company-wide Mental Health Days off.

• Access to the Headspace app.

• Retirement savings options.

• Competitive 401(k) plan with a company match.

• Tuition reimbursement program.

• Employee incentive initiatives.

• Resources to support mental, physical, and financial wellbeing.

• Two paid volunteer days off each year.

• Health, dental, vision, disability, and life insurance offerings.

• Competitive paid time off for vacation, sick leave, and safe time.

• Paid holidays, including two designated mental health days.

• Parental leave benefits.

• Sabbatical leave options.

• Optional insurance for hospital, accident, and sickness.

• Optional life and AD&D insurance.

• Flexible Spending and Health Savings Accounts.

• Fitness reimbursement program.

• Employee Assistance Program.

• Group Legal Identity Theft Protection benefit.

• 529 Plan for educational savings.

• Commuter benefits.

• Adoption and Surrogacy Assistance.

• Employee Stock Purchase Plan.

• Opportunities for career development, continuous learning, Grow My Way programming, and skills-first development.

• Flexible and supportive benefits and wellbeing programs.