Senior Sales Executive – Canadian Federal Government

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🔥 14 hours ago

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Thomson Reuters

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 2008

💸 Finance

📱 Media

☁️ SaaS

Finance • Media • SaaS

Thomson Reuters is a global content and technology company that provides professionals with reliable and accurate solutions across the legal, tax and accounting, international trade, and risk management sectors. The company offers a range of products including legal research tools, tax preparation software, compliance and regulatory solutions, and media services like Reuters for global news. With significant investments in generative AI, Thomson Reuters continues to innovate in helping professionals optimize their workflows and enhance their decision-making. Their platforms serve various industries such as law firms, corporations, tax professionals, and media organizations, providing essential tools that combine powerful technology with in-depth expert content.

📋 Description

• Own and grow a defined territory of Canadian Federal Government accounts, developing multi-year account plans aligned to departmental mandates and Treasury Board priorities • Drive net-new revenue by identifying and closing opportunities for Thomson Reuters' AI-enhanced products, including CoCounsel (generative AI legal research), Westlaw Edge Canada, Practical Law, and government-specific compliance and risk solutions • Lead the full sales cycle — from prospecting and discovery through demonstration, proposal, negotiation, and close — using consultative selling techniques tailored to complex public sector buying processes • Leverage the Government of Canada's AI adoption strategy, including the Directive on Automated Decision-Making, to position Thomson Reuters solutions as mission-critical tools for legal and compliance teams • Act as a trusted advisor to federal clients on AI in legal research, regulatory compliance, and government intelligence, translating technical capabilities into clear departmental business value • Deliver compelling product demonstrations showcasing AI-driven features such as natural language legal research, document drafting assistance, regulatory change monitoring, and predictive analytics • Partner with AI product specialists and solutions engineers to address technical due diligence, security assessments, and AI governance requirements unique to the Government of Canada • Educate clients on responsible AI use, data residency, and privacy compliance relevant to federal procurement, including alignment with the Privacy Act, Bill C-27, and TBS AI guidance • Navigate and leverage federal procurement vehicles including the NMSO, ProServices, and other supply arrangements to streamline contract execution • Build and maintain executive-level relationships across target departments including Justice Canada, Public Safety, CRA, IRCC, GAC, DND, PCO, and Treasury Board Secretariat • Collaborate with government relations professionals, lobbyists, and procurement advisory firms supporting federal buying decisions • Manage pipeline accuracy and forecast activity in Salesforce CRM, delivering regular reporting on territory performance, market intelligence, and competitor activity • Partner with Customer Success and Professional Services teams to drive post-sale adoption and satisfaction, reducing churn and maximizing renewals • Conduct regular business reviews with key accounts to identify expansion opportunities and align Thomson Reuters' product roadmap to client priorities • Champion the voice of the customer internally by providing product feedback to AI and development teams based on federal sector insights

🎯 Requirements

• University degree in Business, Law, Political Science, Public Administration, or equivalent experience • 5+ years of sales experience, with a significant portion focused on Canadian Federal Government accounts • Demonstrated success navigating federal procurement frameworks including the NMSO, ProServices, and Buyandsell.gc.ca • Proven ability to manage complex, multi-stakeholder sales cycles in a consultative enterprise environment • Strong communication skills in English; French is a significant asset given the National Capital Region context • Proficiency with Salesforce CRM and Microsoft 365; comfort with AI-assisted productivity and sales intelligence tools • Experience selling SaaS, legal technology, information services, or AI/data products to government clients • Familiarity with Thomson Reuters products (Westlaw, CoCounsel, Practical Law) or competitive legal research and GovTech platforms • Understanding of Canada's AI governance framework, including the Directive on Automated Decision-Making, the Algorithmic Impact Assessment process, and Bill C-27/AIDA implications • Experience working alongside government lobbyists, public affairs consultants, or procurement advisory firms • Knowledge of the Canadian legal framework, federal regulatory landscape, and the public legal service • Security clearance eligibility (Reliability Status or Secret level) is a strong asset

🏖️ Benefits

• 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. • 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. • 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. • 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.