- Location
- United States of America, Eagan, Minnesota · United States of America, Ann Arbor, Michigan
- Workplace
- Hybrid
- Type
- Full-time
- Department
- Sales
- Seniority
- Manager
- Closing date
- Today
- Source
- Workday
Description
Job Description
TAAP is one of Thomson Reuters' highest-growth segments, with 10%+ YoY expansion and a multi-billion-dollar TAM ahead. As we scale the sales organization from a lean team to a distributed, multi-territory operation, our operational infrastructure hasn't kept pace. This is the moment to architect it right.
We need a strategic RevOps leader to serve as the operational backbone for TAAP sales leadership—someone who can translate aggressive revenue targets into executable territory plans, build forecasting rigor that informs President-level decisions, and embed accountability for growth across the team. You'll be the "chief of staff" to our VP and SVP of Sales, owning the intersection of people, process, and systems that unlock productivity and predictable growth.
This role offers high visibility, direct impact on growing recurring revenue, and a seat at the leadership table. Your work directly influences go-to-market strategy, organizational design, and executive decision-making.
Key Responsibilities
Operational Execution & Business Rhythm
- Act as the primary operational partner to segment sales leadership, owning the rhythm of business and cadence of operational reviews
- Provide guidance and facilitate weekly, monthly, and quarterly business reviews—including pipeline reviews, forecast calls, performance reporting, and account planning
- Drive accountability within the sales team by tracking and communicating performance against KPIs and revenue milestones in real-time
- Serve as the liaison between the field and central functions, ensuring leadership decisions are operationalized quickly and accurately
- Manage complex, multi-phase projects with cross-functional workstreams (HR, Compensation, Systems, Sales Enablement), balancing competing priorities
Organizational & Systems Excellence
- Partner with HR on organizational design, headcount planning, and talent strategy to support segment revenue goals and growth trajectory
- Lead data quality standards and process improvements in partnership with CRM administrators, data governance teams, and analytics teams
- Collaborate with the Systems team to drive Salesforce hygiene, adoption standards, and data governance across the segment sales organization
- Partner with Sales Compensation to ensure plan design supports GTM objectives and serve as first point of escalation for compensation disputes
- Project manage Annual Sales Meeting planning for segment-level strategy sessions and team alignment
Revenue Accountability & NRR Ownership
- Own segment Net Revenue Retention targets and embed renewal/expansion goals into team scorecards, compensation, and performance reviews
- Build and maintain comprehensive NRR tracking frameworks, analyzing cohort performance and identifying at-risk accounts for proactive intervention
- Partner with segment leadership to develop strategies that improve retention and expansion metrics, translating insights into operational plays
- Serve as the segment's primary interface to central Revenue Operations, Sales Enablement, Compensation, and Systems teams, ensuring alignment on priorities and execution
Forecasting & Executive Reporting
- Represent the segment in President-level forecast calls, owning data integrity, bottoms-up modeling, and clear, confident commentary on revenue outlook and risks
- Build and maintain rigorous bottoms-up forecast models informed by pipeline health, historical conversion data, coverage ratios, and leading indicators
- Synthesize operational data into executive-ready narratives and recommendations for VP/SVP/President audiences
- Partner with Finance to reconcile field submissions with targets, explain variances, and surface forecast risks and upsides with clear assumptions
- Develop cadence and governance for forecast submissions to ensure consistency, accuracy, and early visibility into misses
Strategic Leadership & GTM Architecture
- Own the segment's annual and in-year go-to-market strategy, translating revenue targets into actionable territory, coverage, and capacity plans that drive field execution
- Partner with VP/SVP leadership to define and refine acquisition, expansion, and renewal plays—ensuring strategy reflects market opportunity and competitive positioning
- Build and maintain segment-level market sizing and opportunity analysis to inform territory design, coverage decisions, and resource allocation
- Drive alignment between GTM strategy and quota/territory design, ensuring field leadership has clear visibility to their path to quota
- Monitor GTM effectiveness through leading indicators (pipeline velocity, new logo velocity, expansion rate) and recommend course corrections in-quarter
Required Qualifications
- 4+ years driving revenue operations or go-to-market strategy at segment or business unit level, with demonstrated success owning revenue and retention KPIs
- Hands-on experience supporting senior sales leadership (VP/SVP level) and comfortable presenting data-driven recommendations to President-level audiences
- Proven success building forecasting models and frameworks that actually predict close rates, pipeline velocity, and conversion—and using those models to inform business decisions
- Deep expertise in territory design and quota-setting methodologies, with a track record of designing coverage models that align with market opportunity and drive productivity
- Strategic experience diagnosing why segments miss targets and implementing structural, process, or organizational fixes that unlock growth
- Track record managing complex cross-functional projects with multiple stakeholders, competing priorities, and ambiguous outcomes
- Exceptional executive communication and presence—ability to synthesize complex operational data into compelling narratives that inform C-level decision-making
- Thorough understanding of end-to-end sales workflows, from pipeline management and account coding through renewal and expansion planning
- Strong financial modeling and analytical skills—comfortable building bottoms-up forecasts, NRR tracking frameworks, and performance dashboards
- Proven ability to influence and build relationships at all levels, from individual contributors to senior executives; comfort navigating cross-functional stakeholder dynamics
- Ability to balance strategic priority-setting with tactical execution across multiple concurrent workstreams without losing sight of the bigger picture
- Detail-oriented with systems thinking—you see how process, data, and people interact, and you design for scale
- Salesforce.com expertise required; experience with Salesforce administration, configuration, or advanced reporting
- Advanced proficiency with BI/reporting tools (Tableau and/or PowerBI) for pipeline analytics, performance dashboards, and executive reporting
- Strong Microsoft Excel skills—building financial models, scenario analysis, and complex data manipulation
Preferred Qualifications
- Familiarity with Sales Compensation platforms (e.g., Varicent) and territory design tools
- Proficiency with AI tools (e.g., Claude, CoPilot) and broader Microsoft 365 suite (PowerPoint, Teams, OneDrive)
- Comfort with data warehouse environments and ability to query/interpret structured data (SQL, Alteryx, Business Objects)
- Experience in high-growth SaaS or enterprise software environments
- Background in sales operations or go-to-market strategy within professional services or information/content businesses
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What’s in it For You?
- Hybrid Work Model: We’ve adopted a flexible hybrid working environment 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 base compensation range varies across locations. For any eligible US locations, unless otherwise noted, the base compensation range for this role is $100,100 USD - $185,900 USD. Base 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 is one part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs. This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance.
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.
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