Segment Lead- CoCounsel Lead

AUS002 Thomson Reuters (Professional) Australia Ltd; Melbourne; Hybrid; AUD 180,000 - 240,000; Full time

Benefits offered by this job

Hybrid Work Model

Flex My Way

Career Development and Growth

Industry Competitive Benefits

Culture and Inclusion

Social Impact

Making a Real-World Impact

Job summary

Thomson Reuters in Melbourne seeks a commercially minded Segment Lead to drive growth for CoCounsel Legal across AEM. You will shape go-to-market strategy, align product, sales, marketing and customer success, and translate insights into executable plans to accelerate adoption.

Reporting to the Senior Director, you will own the medium- to long-term strategy for the CoCounsel Legal segment, manage pricing, partnerships and GTM initiatives, and collaborate across a matrix organisation to deliver

Qualifications

• Experience developing and executing commercial or go-to-market strategies.
• Strong commercial acumen and the ability to turn market insight into growth opportunities.
• Experience influencing senior stakeholders without direct authority.
• Strong communication and stakeholder management skills.
• A genuine interest in AI and how emerging technologies are reshaping professional services industries.
• Experience in technology, SaaS, information services or other complex B2B environments.

Responsibilities

• Develop and execute the CoCounsel Legal segment growth strategy across AEM.
• Build the yearly growth strategy with key priorities and focus areas.
• Achieve gross and net sales, revenue and retention targets for the segment.
• Own segment portfolio pricing strategy, go-to-market strategy and messaging for launches.
• Drive innovation and differentiation across the portfolio to meet customer needs.
• Identify growth opportunities through market and customer analysis; stay abreast of industry trends.
• Engage with customers and events to maintain market insight and competitive perspective.
• Drive GTM initiatives to accelerate adoption of CoCounsel Legal and other AI solutions.
• Align sales, marketing, pricing and customer success around growth priorities.
• Develop and publish product roadmaps informed by customer needs.
• Build business cases for investments to support propositions.
• Develop strategic partnerships to extend market reach.
• Create sales activation plans and coordinate lead handovers with field teams.
• Collaborate with other AEM Segment leads to support customer needs across the region.
• Guide teams on understanding customer requirements and proposals to differentiate from competitors.
• Support client engagement and retention activities; advocate for customer needs.
• Establish KPIs and track GTM performance; report on outcomes and adjust strategy.

Skills

Commercial go-to-market strategies

Stakeholder management

Strategic thinking

Communication

AI interest

B2B SaaS / tech

Job description

It's an exciting time at Thomson Reuters. Due to parental leave, we're looking for a commercially minded Segment Lead to lead the growth strategy for our AI solution, CoCounsel Legal, across AEM for a 12-month fixed-term cover. This role combines customer insight, market intelligence and commercial strategy to identify growth opportunities, shape go-to-market strategy, and align teams across product, sales, marketing and customer success to accelerate the launch and adoption of CoCounsel Legal. Reporting to the Snr Dir, Segment Lead for Legal Tech & AI, you'll own the medium- to long-term strategy for the CoCounsel Legal segment across AEM. You'll use customer, competitor and market insight to identify where TR can differentiate and grow, then translate those opportunities into executable go-to-market plans; working across a matrixed organisation to influence stakeholders and ensure we're delivering the right products, positioning, messaging and customer experience to maximise growth.

Key Responsibilities

In this opportunity as a Segment Lead- CoCounsel Lead, you will:

Strategy & Growth

• Develop and execute the CoCounsel Legal segment growth strategy across AEM.
• Build the yearly growth strategy, defining key priorities and focus areas.
• Achieve gross and net sales, revenue and retention targets for the segment.
• Own segment portfolio pricing strategy, go-to-market strategy and messaging, and key areas of focus for launch and post-launch activity.
• Drive innovation and differentiation across the portfolio to address current and future customer needs.

Market & Customer Insight

• Identify growth opportunities through ongoing market, customer and competitor analysis; stay current on industry trends, TR roadmap and future capabilities.
• Conduct TAM/SAM whitespace and Book of Business assessments to identify and prioritise growth opportunities.
• Engage regularly with key customers and at external events to maintain deep insight into market needs and the emerging competitive landscape.

Go-to-Market Execution & Cross-Functional Partnership

• Drive go-to-market initiatives that accelerate adoption of CoCounsel Legal and other legal technology and AI solutions.
• Align sales, marketing, pricing and customer success teams around growth priorities.
• Work closely with Product Management, Strategy and Marketing to develop, maintain and publish product roadmaps, ensuring customer needs inform future innovation.
• Develop business cases for specific investments to drive new or enhanced propositions, contributing to the EPC investment process.
• Build and manage strategic industry alliances and partnerships to extend market reach and accelerate CoCounsel Legal adoption.
• Identify and evaluate potential ecosystem and technology partners, negotiating commercial terms that support segment growth objectives.
• Develop and own sales activation plans to enable field teams to execute GTM strategy effectively; coordinate with sales on pipeline management and lead handovers.
• Work closely with other AEM Segment leads to support the broader needs of customers across the AEM region.

Customer Engagement & Retention

• Guide the team in a consistent methodology for understanding customer requirements, developing proposals that differentiate from competitors.
• Support customer-facing teams in client engagement and retention activity; assist in key retention situations, bringing domain expertise as agreed with relevant stakeholders.
• Act as an advocate for customer needs, driving a challenger mindset with product and proposition teams to deliver outcomes that exceed customer expectations.

Reporting & Performance Tracking

• Set success milestones and KPI metrics to measure GTM performance and segment outcomes; monitor commercial performance and adjust strategy to capture emerging opportunities.
• Own end-of-campaign reporting, including analysis of GTM results against targets and KPIs.
• Lead a regular cadence of Segment Reviews, GTM Syncs and Quarterly Business Reviews.

Required Qualifications

You're a fit for the role of Segment Lead- CoCounsel Lead if you have the following required qualifications:

• Experience developing and executing commercial or go-to-market strategies.
• Strong commercial acumen and the ability to turn market insight into growth opportunities.
• Experience influencing senior stakeholders without direct authority.
• Strong communication and stakeholder management skills.
• A genuine interest in AI and how emerging technologies are reshaping professional services industries.
• Experience in technology, SaaS, information services or other complex B2B environments.

Preferred Qualifications

Experience within legal technology, legal services, professional services or AI-focused organisations.

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.

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.

Equal Opportunity

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.

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

Global Vision

At Thomson Reuters, we’re not riding the AI wave — we’re reshaping the future of professional work across law, tax, compliance, and journalism. Here, you will collaborate with smart, ambitious people who thrive on solving complex problems, delivering market-leading solutions, and innovating with curiosity and care.