Senior Sales Executive - Canadian Federal Government

Are you a driven sales professional who thrives at the intersection of cutting-edge AI technology and public sector impact? As Senior Sales Executive, AI & Legal Solutions for the Canadian Federal Government at Thomson Reuters, you'll play a pivotal role in shaping how federal departments and Crown corporations harness the power of AI-driven legal research, compliance, and government intelligence. This is a high-visibility role where your work directly influences how Canada's public institutions access and apply the tools they need to make better, faster decisions.

About the Role

In this role as a Senior Sales Executive, you will be accountable for:

Sales Strategy & Revenue Growth:

• 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

AI Product Evangelism & Client Education:

• 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

Procurement & Government Relationship Management:

• 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

Customer Success & Retention:

• 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

About You

You're a fit for the Senior Sales Executive position if your background includes:

• 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

Preferred Qualifications

• 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

#LI-AY1

 

 

New Position: This position is open due to an existing vacancy to support our evolving business needs.

What’s in it For You?

• 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.

 

 

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.

As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law. More information on requesting an accommodation here.

Learn more on how to protect yourself from fraudulent job postings here.

More information about Thomson Reuters can be found on thomsonreuters.com