Sales Director, Japan (Legal) at Thomson Reuters in Tokyo

Job description

Job Description The Sales Director, Japan will lead Thomson Reuters Japan's Legal Sales organization and be responsible for driving revenue growth across legal information, legal research, legal AI, workflow and compliance solutions. This role will develop and execute sales strategies targeting corporate legal departments, law firms, government organizations, educational institutions and other legal professionals. The successful candidate will be a strategic sales leader capable of leading a high-performing team while personally engaging in complex enterprise opportunities involving digital transformation and AI adoption. Key Responsibilities In this opportunity as Sales Director, Japan, you will: Own Legal business bookings, revenue, pipeline and forecast for Japan; develop and execute annual business plans aligned with regional and global growth objectives. Drive acquisition, expansion and retention strategies across all Legal market segments and ensure achievement of quarterly and annual sales targets. Lead complex, consultative sales engagements for Legal AI solutions, research platforms, contract lifecycle management, and regulatory/compliance solutions with C-level and senior stakeholders. Lead, coach and develop Legal Sales Managers, Business Development Managers and SDRs; build a culture of accountability and create career development opportunities. Recruit and onboard top sales talent while fostering continuous improvement and collaboration across the team. Partner with Customer Success, Product Management, Sales Engineering and other functions to ensure effective go-to-market execution and customer success. Position Thomson Reuters as a trusted advisor in Legal AI adoption by educating customers on emerging technology trends and providing market feedback to product teams. Represent Thomson Reuters at industry events and develop strategic relationships with law societies, legal associations and industry influencers to drive thought leadership Required Qualifications You’re a fit for the role of Sales Director, Japan if you have the following required qualifications: 10+ years of enterprise software, SaaS or technology solution sales experience 5+ years of people management experience. Bachelor's degree in business or related field Proven track record of consistently achieving or exceeding annual sales targets Proven ability to navigate complex enterprise sales cycles lasting 6+ months Strategic account planning, consultative and value-based selling, executive stakeholder management, negotiation and contract management, plus forecasting and pipeline management Team leadership and coaching with expertise in digital transformation and AI solution selling Japanese and English business proficiency Preferred Qualifications Experience selling into corporate legal departments, professional services firms or regulated industries Advanced degree (MBA, JD, LLM or equivalent) is advantageous Understanding of legal industry workflows and legal technology Experience selling AI-enabled enterprise solutions Familiarity with legal research, compliance, contract management or risk solutions Experience working in a matrix global organization #LI-SC1 What’s in it For You? Hybrid Work Model: We’ve adopted a flexible hybrid working environment (2-3 days a week in the office depending on the role) 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 tack