Senior Sales Executive - Canadian Federal Government

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

Requirements

• 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
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Additional Information

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.

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