Job DescriptionWe are looking for a Senior Director to own the AI roadmap and strategy for our go-to-market organization: Sales, Customer Success, Professional Services, and Partnerships. You will partner with our segments and RevOps to decide where AI creates the most value across the customer lifecycle, and work with Engineering to deliver it through a deliberate mix of best-in-class SaaS platforms and custom-built solutions where off-the-shelf products fall short.
You will work with internal stakeholders to define the problems worth solving, prioritize ruthlessly, and measure adoption and business impact. You will be the accountable leader for how AI shows up in the way we sell, onboard, deliver, retain, and grow with customers and partners.
Key ResponsibilitiesGTM AI strategy and roadmap- Define and own a multi-year AI vision and a quarterly roadmap spanning Sales, Customer Success, Professional Services, and Partnerships.
- Identify, size, and prioritize AI use cases by revenue impact, productivity gain, cost to serve, and feasibility.
- Establish clear principles for build vs. buy vs. configure, and make those calls transparently with business cases and total cost of ownership.
- Align the GTM AI roadmap with company strategy, revenue targets, and the broader enterprise AI and data strategy.
- Rationalize and govern overlapping tools and prevent AI sprawl across the GTM organization.
- Run discovery, prototyping, pilots, and scale-up with clear success criteria and stage gates.
AI across the GTM functions- Sales: AI for prospecting and account research, lead and opportunity scoring, call and meeting intelligence, deal inspection and forecasting, proposal and RFP generation, pricing and quoting guidance, and rep coaching and ramp.
- Customer Success: AI for health scoring and churn prediction, renewal and expansion signals, automated QBR and meeting prep, sentiment and call analysis, onboarding acceleration, and proactive risk alerts.
- Professional Services: AI for scoping and estimation, project planning, knowledge retrieval, delivery acceleration, resource allocation, utilization, and margin improvement.
- Partnerships: AI for partner identification and tiering, co-sell and pipeline insight, partner enablement, and ecosystem performance analytics.
- Design cross-functional workflows that connect these motions, such as handoffs from sales to onboarding to delivery to renewal, so AI improves the whole customer lifecycle rather than isolated steps.
Adoption, change management, and value realization- Own adoption by partnering with Revenue Operations, enablement, and functional leaders on training, playbooks, and incentives so tools become part of daily work.
- Define and report a KPI framework covering usage, productivity, pipeline and win rate, forecast accuracy, retention and expansion, services margin, and partner-sourced revenue.
- Quantify ROI and report outcomes to executive leadership on a regular cadence.
Governance, data, and responsible AI- Work with Legal, Security, Privacy, and IT to set guardrails for AI use with customer and partner data, including access controls, data residency, model usage policies, and auditability.
- Ensure AI outputs are trustworthy and that humans remain appropriately in the loop for high-stakes decisions.
- Partner with Data and Analytics on data quality, definitions, and a shared source of truth.
Leadership and operating model- Build and lead a team of product managers and business analysts, and influence a broader matrixed group of Engineering, Data, and GTM Operations partners.
- Establish intake, prioritization, and governance processes so GTM leaders jointly steer the roadmap.
- Act as the executive-level voice on GTM AI, internally and externally, including with vendors, analysts, and peer companies.
Required Qualifications- 12+ years of experience in product management, GTM operations or strategy, sales or revenue technology, or related roles, with 5+ years leading teams.
- Demonstrated success owning a technology roadmap that serves revenue-generating teams, ideally across more than one of Sales, Customer Success, Professional Services, and Partnerships.
- Deep working knowledge of the GTM technology stack, including Salesforce and conversation intelligence tools like Gong, and how data flows between systems.
- Hands-on experience delivering AI/ML or generative AI solutions into production, including a practical understanding of LLMs, agents, retrieval, prompt and workflow design, evaluation, and cost management.
- Strong build-vs-buy judgment, vendor management experience, and comfort building business cases.
- Proven ability to drive change and adoption among frontline revenue teams and senior business leaders.
- Excellent executive communication, with the ability to translate between technical teams and business stakeholders.
- Analytical rigor and a bias toward measurable outcomes.
Preferred Qualifications- Prior experience as a sales, customer success, or services practitioner or leader, or in a hybrid GTM + product role.
- Experience with Salesforce platform capabilities (Sales Cloud, Service Cloud, Agentforce or equivalent AI features), data cloud or warehouse integrations, and Gong or similar conversation intelligence tools.
- Experience in a B2B, enterprise, or professional-services-oriented environment with long sales cycles and complex account structures.
- Familiarity with partner ecosystems, co-sell motions, and channel programs.
- Experience establishing AI governance and responsible-AI practices.
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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.Eligible office location(s) for this role include one or more of the following: New York City, San Francisco, Los Angeles, and/or Irvine, CA; McLean, VA; Washington, DC. The base compensation range for the role in any of those locations is $181,400 USD - $337,000 USD.For any eligible US locations, unless otherwise noted, the base compensation range for this role is $157,500 USD - $292,500 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 UsThomson 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.
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