Associate Sales Specialist-Local Government Risk

Summary

Thomson Reuters provides trusted content and technology solutions for professionals and institutions, including government and public safety organizations. The Associate Sales Specialist, Local Government is a quota-carrying, outbound-focused sales role responsible for prospecting, building pipeline, developing agency relationships, and driving revenue for cloud solutions such as Thomson Reuters CLEAR.

Responsibilities

• Be a proactive, quota-owning seller — responsible for generating pipeline, advancing opportunities, and driving revenue within your defined geography. While you will frequently partner with Account Executives on active pursuits, the primary weight of this role is on independent outbound prospecting and quota attainment. You will prospect into county and city government, sheriff's offices, police departments, district attorney and public defender offices, and other local agencies — building relationships and connecting decision-makers with the right Thomson Reuters solutions
• Own and exceed your assigned territory quota and monthly/annual sales targets, maintaining consistent performance at or above 100% of YTD goals
• Drive proactive outbound prospecting and pipeline generation through phone, email, social media, and in-person engagement, with a focused emphasis on local decision-makers including sheriffs, police chiefs, investigators and detectives, county administrators, city managers, IT directors, and purchasing agents
• Generate, qualify, and advance opportunities within your defined territory — from initial outreach through to close or handoff in collaboration with Account Executives
• Partner with and learn from Account Executives on active local government pursuits, contributing your knowledge of Thomson Reuters solutions and the local government market to help advance deals
• Build and develop trusted relationships with county and municipal agencies, law enforcement and public safety organizations, and regional task forces, connecting them with the right Thomson Reuters solutions based on their investigative and operational needs
• Build a working understanding of how local government procurement works, including county and city RFPs, cooperative purchasing agreements and piggyback contracts, grant-funded purchases, sole-source justifications, and municipal fiscal year budget cycles
• Travel as required to attend prospect meetings, agency site visits, ride-alongs, and industry events (e.g., IACP, NSA, county and municipal league conferences, regional investigator associations) to build relationships and represent Thomson Reuters in the field
• Conduct ongoing market analysis of the local government technology landscape, leveraging competitor insights, public safety and privacy policy trends, budget and grant developments, and customer feedback to sharpen outreach strategies and identify new opportunities
• Accurately and promptly log all activities, customer contacts, and pipeline updates in Salesforce
• Actively engage in coaching, training, and collaboration, applying feedback from sales leadership and sharing market intelligence with teammates
• Consistently live the Thomson Reuters culture and values

Skills

• 1–3 years of sales, business development, or inside sales experience, with a track record of meeting or exceeding activity and revenue targets
• Interest in and willingness to learn local government structures, including county boards and commissions, city councils and city managers, sheriff's offices, municipal police departments, and prosecutor and public defender offices
• Willingness to learn local government procurement processes, including county and city RFPs, cooperative purchasing and piggyback contracts, grant funding, and municipal fiscal year budget cycles
• Strong verbal and written communication skills, with the ability to tailor messaging for law enforcement and local agency audiences
• Strong interpersonal and relationship-building skills; ability to establish credibility and trust with investigators, agency leadership, and county and city officials
• Active listening skills to identify an agency's investigative and operational needs, and connect them to the right Thomson Reuters solutions
• Comfort with high-volume outbound activity — cold calling, emailing, and social outreach — and resilience in the face of rejection
• Proficiency in, or the ability to quickly learn, Salesforce or comparable CRM platforms
• Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools
• Coachable, curious, competitive, and self-directed with a positive, team-oriented attitude
• Bachelor's degree preferred, or equivalent work experience in lieu of a degree
• Government, public safety, or SaaS experience a plus
• Strong recent graduates with internship or sales-development experience will be considered
• Interest in local government and public safety priorities (e.g., crime reduction, investigations and case clearance, fraud and benefits integrity, community risk) is a strong plus
• Familiarity with Thomson Reuters CLEAR or comparable investigative, skip-tracing, or intelligence platforms is a plus — but not required

Qualifications

Must Haves

• 1–3 years of sales, business development, or inside sales experience, with a track record of meeting or exceeding activity and revenue targets
• Interest in and willingness to learn local government structures, including county boards and commissions, city councils and city managers, sheriff's offices, municipal police departments, and prosecutor and public defender offices
• Willingness to learn local government procurement processes, including county and city RFPs, cooperative purchasing and piggyback contracts, grant funding, and municipal fiscal year budget cycles
• Strong verbal and written communication skills, with the ability to tailor messaging for law enforcement and local agency audiences
• Strong interpersonal and relationship-building skills; ability to establish credibility and trust with investigators, agency leadership, and county and city officials
• Active listening skills to identify an agency's investigative and operational needs, and connect them to the right Thomson Reuters solutions
• Comfort with high-volume outbound activity — cold calling, emailing, and social outreach — and resilience in the face of rejection
• Proficiency in, or the ability to quickly learn, Salesforce or comparable CRM platforms
• Familiarity with social selling platforms (e.g., LinkedIn) and AI-powered sales tools
• Coachable, curious, competitive, and self-directed with a positive, team-oriented attitude

Nice to Haves

• Bachelor's degree preferred, or equivalent work experience in lieu of a degree
• government, public safety, or SaaS experience a plus
• strong recent graduates with internship or sales-development experience will be considered
• Interest in local government and public safety priorities (e.g., crime reduction, investigations and case clearance, fraud and benefits integrity, community risk) is a strong plus
• Familiarity with Thomson Reuters CLEAR or comparable investigative, skip-tracing, or intelligence platforms is a plus — but not required

Benefits

• Flexible work arrangements, including work from anywhere for up to 8 weeks per year
• Grow My Way programming and skills-first career development and skills training
• Flexible vacation
• Two company-wide Mental Health Days off
• Access to the Headspace app
• Retirement savings
• Tuition reimbursement
• Employee incentive programs
• Resources for mental, physical, and financial wellbeing
• Two paid volunteer days off annually
• Opportunities to get involved with pro-bono consulting projects and Environmental, Social, and Governance (ESG) initiatives
• Health insurance
• Dental insurance
• Vision insurance
• Disability insurance
• Life insurance
• 401k plan with company match
• Competitive vacation, sick and safe paid time off
• Paid holidays, including two company mental health days off
• Parental leave
• Sabbatical leave
• Optional hospital, accident and sickness insurance paid 100% by the employee
• Optional life and AD&D insurance paid 100% by the employee
• Flexible Spending Accounts
• 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
• Access to Employee Stock Purchase Plan