About the Role

Thomson Reuters is seeking a General Manager, MidLaw to join the Legal Professionals leadership team. Reporting to the President of Legal Professionals, the GM, MidLaw will serve as the senior business and sales leader with full end-to-end accountability for revenue growth, commercial performance, and customer success within the MidLaw segment. This leader will own a ~US$600M P&L, lead a team of approximately 150+ people, and serve as the primary steward of TR's relationship with mid-size law firms (defined as law firms with 20-100 lawyers) across North America.

The ideal candidate is a transformational leader with deep experience in B2B AI and technology sales, complemented by legal market expertise.  They will champion the adoption of TR's AI-enabled legal workflow products including CoCounsel, Westlaw Precision, and Practical Law—accelerating the segment's shift from traditional legal research tools to integrated, AI-augmented work platforms. The GM, MidLaw will be expected to lead from the front on Legal Tech innovation, setting the vision for how TR's MidLaw customers harness AI to transform how they practice law.

Key Responsibilities

Commercial Ownership & Revenue Growth

• Own the new sales, cross-sell, upsell, and renewal performance across the segment.
• Set clear sales priorities and territory strategies; lead teams to consistently deliver against revenue and bookings targets.
• Act as executive sponsor on strategic accounts and high-value deals to accelerate outcomes and remove blockers.
• Lead customer-focused teams with market-leading NPS and best-in-class retention metrics.
• Inform organic and inorganic growth strategy, including acquisition targets and partnership opportunities relevant to the MidLaw market.
• Partner with Customer Success to ensure seamless adoption, expansion readiness, and high customer lifetime value.
• Define and evolve the MidLaw GTM model to reflect the market shift to workflow based, AI-augmented legal solutions.
• Partner with Product Marketing on market insight, value proposition development, customer segmentation, channel strategy, and launch execution.
• Translate product strategy into clear sales motions, pricing approaches, enablement programs, and capability requirements.
• Engage HR and Operations on org design, talent planning, capability development, and performance standards

AI Adoption & Legal Tech Innovation Leadership

• Champion the adoption and promotion of TR's AI powered legal workflow across the MidLaw customer base.
• Serve as TR's voice on AI and Legal Tech innovation within the MidLaw market, engaging at industry events, firm leadership meetings, and media opportunities.
• Partner with Product and Technology teams to shape the AI and Legal Tech product roadmap based on MidLaw customer feedback and market intelligence.
• Drive internal AI adoption across the MidLaw commercial team, leveraging AI powered tools to increase sales productivity, coaching effectiveness, and customer engagement quality.
• Establish a culture of continuous learning around AI and Legal Tech within the MidLaw team, ensuring all team members are current on TR's innovations and competitive alternatives.

About You

You are a fit for the role of General Manager, MidLaw if you possess the following:

Required Skills & Experience

• 12+ years of experience in B2B sales leadership, with significant experience in legal technology, legal information services, or professional services SaaS.
• Deep knowledge of the MidLaw market—including firm economics, practice workflows, technology adoption trends, and key decision-makers.
• Demonstrated track record owning and delivering revenue results for a large, complex book of business (P&L accountability preferred).
• Proven experience commercializing AI and legal technology solutions, with the ability to define and communicate a compelling vision for AI-enabled legal practice.
• Experience driving technology adoption and change management within customer organizations or sales teams.
• Strong leadership skills with an inclusive style; demonstrated ability to attract, retain, and develop world-class talent.
• Executive presence with the ability to influence at senior leadership and C-suite levels, both internally and externally.

Preferred Skills & Experience

• Prior leader experience with direct P&L ownership.
• Experience leading GTM transformation tied to product innovation, particularly AI, workflow automation, or platform transitions.
• Background in legal practice, legal operations, or law firm management is a meaningful plus.
• Track record of leading cross-functional initiatives and influencing without direct authority in a matrixed organization.

Core Competencies

• Strategic thinking with a hands-on execution bias
• Customer obsession and deep legal market empathy
• AI and Legal Tech fluency and advocacy
• Sales leadership and commercial execution excellence
• Strong people leadership and coaching capability
• Data-driven decision-making and forecasting discipline
• Ability to operate in ambiguity while driving clarity and results

Location

This is a hybrid role ideally based in one of TR's North American hub locations: New York, Dallas, Minneapolis, Ann Arbor, or Toronto.  We will consider a remote location for exceptional talent.

#LI-PFF

 

 

Replacement: This position is open due to an existing vacancy to support our evolving business needs.

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.

Our use of AI within the recruitment process Thomson Reuters utilizes Artificial Intelligence (AI) to support parts of our global recruitment process. Unless you opt-out, our AI system will assess the information provided by you and compare it to the requirements listed for the role, and present the result to our recruitment personnel for further review. The AI system acts as a supporting tool, but there is always a human making the decision if you will be considered for the role.

 

 

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. 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.

Thomson Reuters complies with local laws that require upfront disclosure of the expected pay range for a position. The base compensation range varies across locations. 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. The base compensation range for the role in any of those locations is $296,000 USD - $444,000 USD. For any eligible US locations, unless otherwise noted, the base compensation range for this role is $300,000 USD - $450,000 USD. Base 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 is one part of a comprehensive Total Reward program which also includes flexible and supportive benefits and other wellbeing programs. This role may also be eligible for an Annual Bonus based on a combination of enterprise and individual performance.

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 our Human Resources Department at 

HR.Leave-Expert@thomsonreuters.com

. 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.

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