Senior Sales Executive – Canadian Federal Government

Thomson Reuters

Senior Sales Executive driving AI solutions for Canadian Federal Government at Thomson Reuters. Influencing federal departments' access to AI-driven legal research and compliance tools.

Posted 6/16/2026full-timeRemote • 🇨🇦 CanadaSeniorWebsite

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Hard Skills

sales experienceconsultative sellingpipeline managementforecastingAI-enhanced productsSaaS saleslegal technologyinformation servicesdata productsregulatory compliance

Soft Skills

communication skillsrelationship buildingconsultative approachstrategic thinkingclient educationnegotiationproblem-solvingadaptabilitycollaborationcustomer advocacy

Tools & Technologies

Salesforce CRMMicrosoft 365AI-assisted productivity toolsCoCounselWestlaw Edge CanadaPractical Lawgovernment procurement vehiclesdata residency toolspredictive analytics toolsdocument drafting assistance

Certifications & Qualifications

University degree in BusinessUniversity degree in LawUniversity degree in Political ScienceUniversity degree in Public AdministrationSecurity clearance eligibility (Reliability Status or Secret level)

Industry Keywords

Canadian Federal Governmentfederal procurement frameworksDirective on Automated Decision-MakingAlgorithmic Impact AssessmentBill C-27public sectorlegal researchgovernment intelligenceregulatory change monitoringpublic legal service

About the role

Key responsibilities & impact

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
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
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
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

Requirements

What you’ll need

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
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

Benefits

Comp & perks

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.
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.
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.
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.