Enterprise Business Director National

USA021 West Publishing Corporation; Frisco (TX); Remote; USD 238,000 - 442,000; Full time

Benefits offered by this job

Flexible vacation

Two mental health days off

Headspace app

401k with company match

Tuition reimbursement

Paid holidays

Job summary

USA021 West Publishing Corporation seeks an Enterprise Business Director to lead government sales nationwide, targeting state agencies, RFPs, and NASPO-style opportunities. You will own a national revenue plan, build plays, forecast in Salesforce, and collaborate with Account Executives and engineers.

The role is remote in the US, travel nationally, and offers a strong base salary with variable compensation and a comprehensive benefits package.

Qualifications

• Quota-carrying sales experience with targets met or exceeded.
• Experience managing national/multi-region pipelines, forecasting, and resource coordination.
• Ability to build repeatable sales plays that scale across teams.
• Solid understanding of state government procurement and budgets.
• Strong communication and relationship-building with government executives.
• Proficiency in Salesforce or comparable CRM platforms; social selling familiarity.

Responsibilities

• Own a national revenue plan and quota across states and DC.
• Build national prospecting strategy and allocate effort by state budgets.
• Drive outbound prospecting and pipeline generation to state agencies.
• Qualify and advance opportunities from outreach to close.
• Coordinate multi-state pursuits and national cooperative procurements.
• Design repeatable national go-to-market plays for state needs.
• Lead national and multi-state pursuits with cross-functional teams.
• Forecast accurately and log activities in Salesforce.
• Share market intelligence and best practices across regions.

Skills

Quota sales

National pipeline

Playbooks

State procurement

Salesforce

Social selling

Travel willingness

Communication

Education

Bachelor’s degree preferred

Tools

Salesforce

CRM platforms

Job description

Job Description Are you a motivated, results-driven business development leader with a background in government sales or enterprise technology, and the ambition to build a national book of business?

Our Enterprise Business Director is a quota-carrying, focused role responsible for developing state and local government business across the United States. Rather than managing a single territory, you will shape how Thomson Reuters wins with state agencies nationwide: identifying the highest-value opportunities across all 50 states and the District of Columbia, building repeatable plays for common state priorities, and driving revenue through direct engagement with agency and executive decision-makers. You will partner with a market leader and a world-class sales organization to bring Thomson Reuters' industry-recognized cloud solutions to the agencies that need them most, including Thomson Reuters CLEAR, an AI-powered investigative and research platform trusted by state agencies nationwide to streamline operations, improve decision-making, and enhance mission effectiveness. The position offers a competitive base salary and variable compensation directly tied to your success, along with an extraordinary benefits package and extensive career growth opportunities.

Location: Remote, must be based in the US.

This job posting will close 12/19/2026.

Key Responsibilities

• Own a national revenue plan and quota, maintaining consistent performance at or above 100% of YTD goals across monthly, quarterly, and annual targets.
• Build and execute a national prospecting strategy that prioritizes states and agencies based on budget capacity, policy priorities, procurement activity, and solution fit, and allocate your effort accordingly.
• Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focus on state-level decision-makers including agency directors, CIOs, chief procurement officers, cabinet secretaries, and state legislature staff across multiple states.
• Independently generate, qualify, and advance opportunities from initial outreach through close, or through handoff to Account Executives where appropriate.
• Identify and pursue multi-state opportunities, including those procured through national cooperative purchasing agreements, and coordinate them across states to close.
• Design and refine repeatable national go-to-market plays for common state needs such as public safety, justice operations, economic development, healthcare, and fiscal integrity, and scale what works across regions.
• Lead national and multi-state pursuits, aligning Account Executives, Solutions Engineers, Marketing, and Partnerships to bring the right resources to each deal.
• Demonstrate a strong command of state government procurement nationally, including state RFPs, cooperative purchasing agreements such as NASPO ValuePoint, differing state procurement regulations, and state fiscal year budget cycles.
• Represent Thomson Reuters at national forums and events (e.g., NASCIO, State Attorneys General Summit, PSMLS, state procurement associations), building executive relationships well beyond any single region.
• Conduct ongoing national market analysis, tracking state policy trends, legislative developments, competitor activity, and customer feedback to sharpen outreach strategy and identify new markets.
• Provide accurate, timely forecasting and pipeline visibility, and log all activities, customer contacts, and opportunity updates in Salesforce.
• Coach and collaborate with teammates across regions, sharing market intelligence and best practices with sales leadership and contributing to a consistent national sales methodology.
• Consistently live the Thomson Reuters culture and values.

Required Qualifications

• Demonstrated experience in a quota-carrying sales or business development role, with a track record of meeting or exceeding targets.
• Experience developing or managing a national or multi-region pipeline, including forecasting, deal strategy, and resource coordination.
• Experience building repeatable sales plays or playbooks that scale across teams or territories.
• Solid understanding of state government structures across multiple states, including how agencies, cabinet offices, governor's office staff, and legislatures differ from state to state.
• Working knowledge of state procurement across jurisdictions, including RFP requirements, cooperative purchasing agreements, procurement laws, and fiscal year budget cycles.
• Excellent verbal and written communication skills, with the ability to tailor messaging for diverse state government and agency audiences.
• Strong interpersonal and relationship-building skills, with the ability to quickly establish credibility and trust with government executives and agency leadership at all levels.
• Active listening skills to identify a state agency's operational needs and challenges, and connect them to the right Thomson Reuters solutions.
• Proficiency in Salesforce or comparable CRM platforms, including pipeline reporting and forecasting.
• Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools.
• Ability to manage a national footprint across time zones, with a schedule aligned to state government working hours and procurement timelines.
• Willingness and ability to travel nationally as business needs require.
• Motivated, competitive, and self-directed, with a strategic mindset, a positive and team-oriented attitude, and comfort leading across regions.

Preferred Qualifications

• A Bachelor's degree preferred, or equivalent work experience in lieu of a degree.
• Government, enterprise SaaS, or state-level sales experience is strongly preferred, and national or multi-region responsibility is a plus.
• Familiarity with Thomson Reuters CLEAR or comparable investigative, legal research, or intelligence platforms is a plus, but not required.
• Knowledge of state policy priorities and challenges nationally (e.g., public safety, economic development, healthcare, justice operations) is a strong plus.

What’s in it For You?

• 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.
• Comprehensive Benefits Package: 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.
• 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.
• Salary & Compensation: Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The target total cash compensation range varies across locations. For any eligible US locations, unless otherwise noted, the target total cash compensation range for this role is $238,000 USD - $442,000 USD. 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 and any target sales incentive are part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs.

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. Sound exciting? Join us and help shape the industries that move society forward. As a global business, we rely on the unique backgrounds, perspectives, and experiences of all employees to deliver on our business goals. 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.

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