Sales Director, Tax

Job Description
Thomson Reuters is looking for a Sales Director to lead and scale our Tax Solutions business in the Small and Medium Business (SMB) segment. You will own the revenue strategy and results for a team of sales managers and/or account executives. The team sells our tax technology and workflow solutions to small and mid-sized businesses.
You will be a player-coach for the segment. You will combine strategic planning, pipeline discipline, and talent development with a consultative, customer-first approach. The goal is to drive new-logo acquisition, expansion, and retention.
Key Responsibilities
Revenue & Strategy
Own and deliver annual and quarterly sales targets (new business, cross-sell, upsell, and renewal) for the SMB Tax portfolio.
Develop and execute a go-to-market plan covering territory design, segmentation, pricing, and channel strategy.
Build and maintain a healthy, accurately forecasted pipeline, and report on it regularly to senior leadership.
Identify market trends, competitive threats, and whitespace opportunities in the SMB tax and accounting market.
Team Leadership
Recruit, onboard, coach, and retain a high-performing sales team.
Set clear goals and KPIs, run regular pipeline and performance reviews, and manage performance.
Build a culture of accountability, collaboration, inclusion, and continuous learning.
Develop front-line managers and future sales leaders.
Customer & Market Engagement
Act as an executive sponsor on strategic deals and key customer relationships.
Promote a consultative, solution-based selling approach tied to customer outcomes such as efficiency, compliance and accuracy
Represent Thomson Reuters at industry events, webinars, and professional associations.
Cross-Functional Partnership
Work closely with Marketing, Product, Customer Success, Sales Operations, Finance, and Legal to improve the customer journey and the win rate.
Provide customer and market feedback to Product teams to inform the roadmap.
Ensure disciplined use of CRM (e.g., Salesforce, Gong ) and sales enablement tools.
Required Qualifications
[10) years of B2B sales experience, including [8] years in sales leadership /or quota-carrying teams).
Proven track record of meeting or exceeding revenue targets in a SaaS, software, or information-services environment.
Experience selling to SMB customers in a high-velocity, multi-channel (inside, field, digital) model.
Strong understanding of tax, accounting, or professional-services workflows and buyers.
Skill in forecasting, pipeline management, and data-driven decision-making.
Excellent communication, negotiation, and executive-presence skills.
Bachelor's degree in Business, Finance, Accounting, or a related field, or equivalent experience.
Key Competencies
Strategic thinking and commercial acumen
Coaching an
Proficiency with Salesforce and sales analytics tools.d talent development
Customer obsession
Change leadership and adaptability
Collaboration and influence across a matrixed organization
Integrity and a strong ethical compass
Success Measures (First 12 Months)
Attainment of annual bookings and revenue targets
Improved pipeline coverage and forecast accuracy
New-logo growth and increased cross-sell/upsell
Higher retention and customer satisfaction
Team engagement, ramp time for new hires, and low regretted attrition
Preferred Qualifications
Familiarity with solution-selling methodologies
Experience leading distributed or remote teams.
MBA or relevant professional certification.
Proficiency with Salesforce and sales analytics tools.
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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 insuran