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
