Senior Sales Specialist - Government Risk State Business

Job Description

Are you a motivated, results-driven sales professional with a background in government sales or enterprise technology - and a hunger to own your territory and drive real business? If so, let's talk.

Our Senior State Government Sales Specialist is a quota-carrying, outbound-focused role built for sellers who understand the state government landscape and know how to turn that knowledge into closed deals. You will work with a market leader, partnering with a world-class sales organization to prospect and sell directly into state agencies, departments, and executive offices - bringing Thomson Reuters' industry-recognized cloud solutions to the agencies that need them most.

This includes Thomson Reuters CLEAR, an AI-powered investigative and research platform trusted by state agencies nationwide to streamline operations, improve decision-making, and enhance mission effectiveness. The position offers a competitive base salary and variable compensation directly tied to your success, along with an extraordinary benefits package and extensive career growth opportunities.

Location: Remote based role, must be based in the US.

• Be a proactive, territory-owning seller - responsible for generating pipeline, advancing opportunities, and driving revenue within your defined geography. While you will at times be brought in to support Account Executives on active pursuits, the primary weight of this role is on independent outbound selling, with defined territory accountability and quota attainment. You will prospect into state agencies, departments, executive offices, and cabinet-level organizations - building relationships and connecting decision-makers with the right Thomson Reuters solutions.

• Own and exceed your assigned territory quota and monthly/annual sales targets, maintaining consistent performance at or above 100% of YTD goals

• Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focused emphasis on state-level decision-makers including agency directors, CIOs, chief procurement officers, cabinet secretaries, and state legislature staff

• Independently generate, qualify, and advance opportunities within your defined territory - from initial outreach through to close or handoff in collaboration with Account Executives

• Support Account Executives on active state-level pursuits when brought in, contributing your knowledge of Thomson Reuters solutions and the state government market to help advance deals

• Build and develop trusted relationships with state agencies, state departments, executive offices, and statewide organizations, connecting them with the right Thomson Reuters solutions based on their operational needs and strategic priorities

• Demonstrate a solid understanding of how state government procurement works, including state RFPs, cooperative purchasing agreements, state procurement regulations, and state fiscal year budget cycles

• Travel as required to attend prospect meetings, state agency visits, industry events, and conferences (e.g., NASCIO, State Attorneys General Summit, PSMLS, state procurement associations) to build relationships and represent Thomson Reuters in the field

• Conduct ongoing market analysis of the state government technology landscape, leveraging competitor insights, state policy trends, legislative developments, and customer feedback to sharpen outreach strategies and identify new opportunities

• Accurately and promptly log all activities, customer contacts, and pipeline updates in Salesforce

• Actively engage in coaching and collaboration, sharing market intelligence and best practices with teammates and sales leadership

• Consistently live the Thomson Reuters culture and values

• Bachelor's degree preferred, or equivalent work experience in lieu of a degree

• Demonstrated experience in a quota-carrying sales role, with a track record of meeting or exceeding targets - government, enterprise SaaS, or state-level sales strongly preferred
• Solid familiarity with state government structures, including state agencies, state departments, cabinet offices, governor's office staff, and state legislature

• Working understanding of state government procurement processes, including state RFP requirements, cooperative purchasing agreements, state procurement laws, and fiscal year budget cycles

• Knowledge of state government policy priorities and challenges (e.g., public safety, economic development, healthcare,…