Sales Development Representative - Reuters Imagen

USA036 Reuters News & Media Inc; New York (NY); Remote; USD 70,000 - 100,000; Full time

Job summary

Reuters Imagen seeks a Sales Development Representative to own the top of the funnel in a defined territory within the United States. You will identify prospects, open conversations, and qualify opportunities until handed to a Commercial Specialist.

You’ll work with Commercial Specialists and Account Managers, mastering the Imagen value proposition and navigating conversations across operational, IT, and executive buyers to build a strong pipeline.

Qualifications

• Experience in a sales development, business development, or outbound sales role.
• Strong discovery and qualification skills: identify opportunity and map decision-makers.
• Proven ability to build pipeline through outbound prospecting and convert outreach.
• Comfortable engaging buyer personas from operations and IT through to executive level.
• Fluent professional English, written and verbal; additional language is advantageous.
• Able to work independently in a remote environment and align across time zones.
• Demonstrable use of AI tools (ChatGPT, Copilot, Claude) for research and outreach.
• Direct experience selling technology to sports federations, leagues, broadcasters, or media rights organisations.

Responsibilities

• Identify and research target accounts within your territory using a mix of signals and CRM data.
• Build and maintain a healthy outbound pipeline through multi-channel prospecting.
• Develop territory plans prioritising target segments and buying triggers for the Imagen platform.
• Track prospecting activity and pipeline status in Salesforce.
• Conduct initial discovery conversations to understand workflow and decision structure.
• Articulate the Imagen value proposition to buyers from operations to executives.
• Handle early objections and know when to bring in specialists or account managers.
• Handoff qualified prospects to the Commercial Specialist with full context.
• Collaborate with Account Managers, Solutions Architects, and Commercial Lead on campaigns.
• Maintain knowledge of sports/media landscape and rights cycles within your territory.
• Feed market intelligence back to the commercial team on trends and competitors.
• Represent Reuters Imagen at industry events to support pipeline development.

Skills

Sales development experience

Discovery & qualification

Outbound prospecting

Buyer personas

English fluency

Remote work

AI tools usage

Tools

Salesforce

LinkedIn Sales Navigator

Intent data tools

Prospecting platforms

Job description

Job Description

As a Sales Development Representative at Reuters Imagen, you own the top of the commercial funnel for your territory. You'll find the right prospects, open the right conversations, and qualify opportunities to the point where a commercial specialist can take them forward. The Reuters Imagen customer base is a specific world - sports federations, broadcasters, media rights holders, and enterprise content organisations - and you'll need to understand it well enough to hold a credible conversation before the CS or AM is in the room. You'll work in a defined territory and will work closely with both Commercial Specialists and Account Managers at the point of qualification, remaining connected through the sales cycle to inform your own future prospecting.

Key Responsibilities

• Identify and research target accounts within your territory using a combination of industry knowledge, event intelligence, CRM data, and market signals
• Build and maintain a healthy outbound pipeline through multi-channel prospecting: personalised outreach, LinkedIn, industry events, and inbound lead follow-up
• Develop territory plans that prioritise target segments, accounts, and buying triggers relevant to the Imagen platform and Reuters AI ecosystem
• Track and manage prospecting activity and pipeline status accurately in Salesforce
• Conduct initial discovery conversations to understand prospect workflow, content challenges, technology stack, and decision‑making structure
• Articulate the Imagen value proposition clearly and credibly to a range of buyer personas, from operational and technical contacts to commercial and executive stakeholders
• Handle early-stage objections and questions, and know when to bring in a Solutions Architect or Account Manager
• Execute a clean, well-briefed handoff to the Commercial Specialist at the point of qualification, with full context on the prospect, the conversation, and the identified opportunity
• Collaborate with Account Managers, Solutions Architects, and the Commercial Lead to align outreach with live campaigns, product launches, and event follow-up
• Maintain working knowledge of the sports, media, and broadcast technology landscape in your territory, including rights cycles, federation calendars, platform procurement patterns, and competitive dynamics
• Feed market intelligence back into the commercial team: emerging accounts, competitive moves, buyer sentiment, and territory trends
• Represent Reuters Imagen at industry events where attendance supports pipeline development

Required Qualifications

• Experience in a sales development, business development, or outbound sales role
• Strong discovery and qualification skills: able to identify genuine opportunity, map decision‑making structure, and brief a handoff accurately
• Demonstrable ability to build pipeline through outbound prospecting and convert cold or warm outreach into qualified conversations
• Comfortable engaging buyer personas from operations and IT through to commercial and executive level
• Fluent professional English, written and verbal; additional language relevant to territory an advantage
• Able to work independently in a remote environment and flex schedule to collaborate across time zones
• Demonstrable use of AI tools (ChatGPT, Claude, Copilot, and similar) for research, outreach personalisation, and workflow efficiency

Preferred Qualifications

• Direct experience selling technology or software solutions; prospecting into sports federations, leagues, broadcasters, or media rights organisations
• Working knowledge of the sports, media, or broadcast industry: understands how rights holders, federations, broadcasters, and content organisations operate, and what their content challenges look like
• Familiarity with media asset management, content distribution, video workflow, or adjacent technology categories
• Experience using LinkedIn Sales Navigator, intent data tools, or similar prospecting platforms and proficiency with Salesforce for pipeline tracking and activity management
• Exposure to enterprise SaaS sales cycles including multi‑stakeholder deals and longer procurement timelines

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 commitment of 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 paid leave, 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 401(k) 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.
• The target total cash compensation range for the role in any of those locations is $116,900 USD - $217,100 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. Target total cash compensation ranges are inclusive of both base pay and any target sales incentive.

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.

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. Thomson Reuters makes reasonable accommodations for applicants with disabilities, including veterans with disabilities, and for sincerely held religious beliefs in accordance with applicable law. If you reside in the United States and require an accommodation in the recruiting process, you may contact ourHuman Resources Department at [e-mail]. Disability accommodations in the recruiting process may include things like a sign language interpreter, making interview rooms accessible, providing assistive technology, or other relevant accommodations. Please note this email is not intended for general recruitment questions and we will promptly respond to inquiries regarding accommodations. More information on requesting an accommodation here.

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.