Sales Manager, CoCounsel Sales Specialist Team
Thomson Reuters, Ann Arbor, MI, United States
Sales Manager, CoCounsel Sales Specialists
Will lead a team responsible for driving customer migration, revenue activation, and account expansion for CoCounsel solutions within the Tax & Accounting Professional market.
This leader will guide their Specialists in executing a high‑volume, phone‑based sales motion focused on increasing CoCounsel adoption, usage, and annual contract value within assigned territories, ensuring operational excellence, structured needs assessment, ROI‑focused value articulation, and successful attainment of migration, revenue, and portfolio‑management goals.
About The Role
Direct your team to meet monthly migration, conversion, and ACV growth targets. Ensure consistent deal throughput and revenue activation by supporting effective portfolio management and customer‑focused selling.
Recruit, onboard, and coach a team of CoCounsel Sales Specialists to achieve sales quotas and drive key product adoption. Provide regular coaching on sales process, pipeline management, operational discipline, and value‑driven discovery.
Ensure Specialists maintain complete and accurate CRM documentation and follow all reporting/portfolio management requirements.
Guide the team in consistent execution of the CoCounsel sales methodology, including structured discovery, objection handling, and ROI‑based value articulation.
Remove obstacles that slow migration or revenue activation and support Specialists in navigating complex customer scenarios.
Partner with Marketing, Product, Segment, Sales Leadership, and other key stakeholders to align on GTM motions and support customer adoption.
Provide field‑level insights that inform product, campaign, messaging, and operational enhancements.
Ensure customers receive prompt, professional, high‑quality engagement throughout the migration process.
Address issues impacting workflow, adoption, or service quality and drive resolution to support long‑term product success.
About You
Education and Certification: B.S. in business or related area, MBA or CPA license preferred, with 5+ years of experience in B2B sales.
Sales Experience: Proven track record of successful sales performance in a B2B marketplace, with sales management experience preferably in the tax and accounting market.
Sales Skills: Experience with coaching sales process, product training, and professional development; telemarketing or consultative sales experience strongly preferred.
Personal Qualities: Ambitious self‑starter with high energy and motivation, exceptional oral communication and relationship‑building skills, and excellent organizational skills.
Technical and Interpersonal Skills: Ability to interact effectively with a professional client base, adapt to change, and demonstrate computer proficiency in Microsoft Office and technology aptitude for internal systems.
What’s in it For You?
Hybrid Work Model: Flexible hybrid working environment (2‑3 days a week in the office) for office‑based roles while delivering a seamless experience that is digitally and physically connected.
Flexibility & Work‑Life Balance: Policies designed to manage personal and professional responsibilities, including work from anywhere for up to 8 weeks per year.
Career Development and Growth: Continuous learning and skill development programs to prepare talent for AI‑enabled future solutions.
Industry‑Competitive Benefits: Medical, dental, vision, disability, and life insurance; retirement savings with company match; tuition reimbursement; employee incentive programs; mental, physical, and financial wellbeing resources.
Culture: Inclusive, flexible, and balanced environment with values of customer obsession, winning, challenging thinking, fast action, and unity.
Social Impact: Paid volunteer days and opportunities to participate in pro‑bono consulting and ESG initiatives.
Impact: Help customers pursue justice, truth, and transparency while supporting the rule of law and commerce worldwide.
The target total cash compensation range for this role is $146,300 USD – $271,700 USD, based on knowledge, skills and experience.
Thomson Reuters is an Equal Employment Opportunity Employer providing a drug‑free workplace and accommodations for applicants with disabilities.
All qualified applicants will receive a fair recruitment process regardless of race, color, sex, gender, national origin, religion, sexual orientation, disability, age, marital status, citizenship, veteran status, or any other protected classification.
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This leader will guide their Specialists in executing a high‑volume, phone‑based sales motion focused on increasing CoCounsel adoption, usage, and annual contract value within assigned territories, ensuring operational excellence, structured needs assessment, ROI‑focused value articulation, and successful attainment of migration, revenue, and portfolio‑management goals.
About The Role
Direct your team to meet monthly migration, conversion, and ACV growth targets. Ensure consistent deal throughput and revenue activation by supporting effective portfolio management and customer‑focused selling.
Recruit, onboard, and coach a team of CoCounsel Sales Specialists to achieve sales quotas and drive key product adoption. Provide regular coaching on sales process, pipeline management, operational discipline, and value‑driven discovery.
Ensure Specialists maintain complete and accurate CRM documentation and follow all reporting/portfolio management requirements.
Guide the team in consistent execution of the CoCounsel sales methodology, including structured discovery, objection handling, and ROI‑based value articulation.
Remove obstacles that slow migration or revenue activation and support Specialists in navigating complex customer scenarios.
Partner with Marketing, Product, Segment, Sales Leadership, and other key stakeholders to align on GTM motions and support customer adoption.
Provide field‑level insights that inform product, campaign, messaging, and operational enhancements.
Ensure customers receive prompt, professional, high‑quality engagement throughout the migration process.
Address issues impacting workflow, adoption, or service quality and drive resolution to support long‑term product success.
About You
Education and Certification: B.S. in business or related area, MBA or CPA license preferred, with 5+ years of experience in B2B sales.
Sales Experience: Proven track record of successful sales performance in a B2B marketplace, with sales management experience preferably in the tax and accounting market.
Sales Skills: Experience with coaching sales process, product training, and professional development; telemarketing or consultative sales experience strongly preferred.
Personal Qualities: Ambitious self‑starter with high energy and motivation, exceptional oral communication and relationship‑building skills, and excellent organizational skills.
Technical and Interpersonal Skills: Ability to interact effectively with a professional client base, adapt to change, and demonstrate computer proficiency in Microsoft Office and technology aptitude for internal systems.
What’s in it For You?
Hybrid Work Model: Flexible hybrid working environment (2‑3 days a week in the office) for office‑based roles while delivering a seamless experience that is digitally and physically connected.
Flexibility & Work‑Life Balance: Policies designed to manage personal and professional responsibilities, including work from anywhere for up to 8 weeks per year.
Career Development and Growth: Continuous learning and skill development programs to prepare talent for AI‑enabled future solutions.
Industry‑Competitive Benefits: Medical, dental, vision, disability, and life insurance; retirement savings with company match; tuition reimbursement; employee incentive programs; mental, physical, and financial wellbeing resources.
Culture: Inclusive, flexible, and balanced environment with values of customer obsession, winning, challenging thinking, fast action, and unity.
Social Impact: Paid volunteer days and opportunities to participate in pro‑bono consulting and ESG initiatives.
Impact: Help customers pursue justice, truth, and transparency while supporting the rule of law and commerce worldwide.
The target total cash compensation range for this role is $146,300 USD – $271,700 USD, based on knowledge, skills and experience.
Thomson Reuters is an Equal Employment Opportunity Employer providing a drug‑free workplace and accommodations for applicants with disabilities.
All qualified applicants will receive a fair recruitment process regardless of race, color, sex, gender, national origin, religion, sexual orientation, disability, age, marital status, citizenship, veteran status, or any other protected classification.
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