Sr. Manager, GTM Strategy & Execution

We are looking for a Sr Manager, GTM Strategy & Execution to join the High Value Growth team within our Legal Professionals business, focused on the Mid Law market, law firms with 50 or more attorneys. This is a senior, field-embedded go-to-market role. You will sit close to the field, partner directly with sales leadership and Account Executives, and support the go-to-market strategy for our three strategic growth pillars in Mid Law: CoCounsel Legal, New-to-Online Business, and Partnerships. 

Mid Law is one of the highest-growth and most varied segments in legal. Firms range widely in size and in the mix of practice areas they run, and their needs vary just as widely. Thomson Reuters brings a broad portfolio to that market, spanning CoCounsel Legal, our research and content, and our reseller and partner solutions, and different firms draw on different parts of it. Selling well across the three growth pillars starts with understanding each firm at a practice-area level, matching the right solutions to what that firm needs, and then building the account strategy and engagement to reach them. 

The heart of this role is that upstream work. You will define the ideal customer profile for each growth pillar, test which firm profiles and practice areas convert best, and track and refine as the portfolio, pricing, and competitive landscape shift. From there you will partner with the field to turn that intelligence into account plans and coordinated, multi-channel engagement for our highest-value firms, including priority greenfield accounts. 

About The Role 

As Sr Manager, GTM Strategy & Execution, you'll be accountable for: 

GTM Strategy & Growth Pillar Planning:

• Define the ideal customer profiles for each growth pillar (CoCounsel Legal, New-to-Online Business, Partnerships), including the practice-area and firm-level view of which firms and practice areas each product and our content serve best, using deal data, competitive dynamics, and field input

• Build targeting criteria and persona frameworks that reflect the distinct business drivers, pain points, and ROI considerations of each growth pillar and firm segment

• Identify and prioritize High Value Growth accounts across the pillars, and map buying committees across Managing Partners, Practice Group Leaders, IT leadership, and key influencers

• Maintain a current understanding of how Mid Law firms are adopting AI, managing research workflows, and evaluating legal technology, and keep the ICP current as products, pricing, and the competitive landscape change. 

Account Execution & Cross-Functional Engagement:

• Partner with sales executives to turn strategy into account plans for our highest-value Mid Law firms, taking an account-based approach to top targets and matching the right product and message to each firm's practice mix

• Sequence engagement across the buying committee and follow it through to the deal in partnership with Account Executives, contributing to deal reviews, QBRs, and account strategy sessions

• Partner with marketing to point demand, content, and event programs at the accounts and practice areas you have prioritized, and coordinate event and webinar support for target firms

• Serve as the field's connection point to product marketing and content, feeding back what you learn about how specific practice areas and pillars respond so our message stays sharp. 

Data, Intent & Insights:

• Monitor intent signals, market trends, and account engagement data to identify in-market firms and prioritize where to focus across the pillars

• Design and run tests to validate which firm profiles, practice areas, and use cases convert best for each product, and translate the results into sharper targeting. 

• Build dashboards and reporting to track pipeline influence, win rate, deal velocity, and coverage by product and practice area, and use the data to continuously refine strategy, tactics, and resourcing. 

About You 

You're a fit for the Sr Manager, GTM Strategy & Execution role if your background includes: 

• 7 or more years in go-to-market strategy, sales strategy, account management, or a field-facing revenue role, ideally within Enterprise SaaS, with a track record of turning market and deal data into targeting and account plans that influenced pipeline and revenue

• Proven ability to define ideal customer profiles, targeting criteria, and buying committee mapping, and to build focused, account-level targeting rather than broad-based programs

• Strong analytical skills. You can get into deal data and market signals, find the pattern, and form a clear point of view on who to sell what to

• Comfort in the field; you are at home in deal reviews, QBRs, and account planning, and you build credibility quickly with sellers and with sophisticated buyers

• Hands-on experience with Salesforce, Gong Engage, and LinkedIn Sales Navigator or similar intent and sales tools, and the ability to use data to prioritize and measure

• A bias for action. You can define a hypothesis, test it, and iterate without waiting for a perfect brief

• Strong written and verbal communication. You can build a clear business case and bring sellers and cross-functional partners along. 

Nice To Have:

• Familiarity with the legal technology landscape and Mid Law buying dynamics, including AI-driven legal research, workflow automation, how firms evaluate and procure technology, and the role of Practice Group Leaders and Managing Partners in the decision process

• Experience selling or building go-to-market strategy for law firms, particularly in the Mid Law segment (50 to 500 attorneys)

• Exposure to Thomson Reuters' product suite (Westlaw, CoCounsel, Practical Law) or competitive and reseller platforms (LexisNexis, Relativity, iManage, etc.)