Director, Specialty Sales & GTM Operations

We are seeking a Director, Specialty Sales & GTM Operations to lead a critical and high-impact portfolio within the Global Large Law Firms (GLLF) segment. This role sits at the intersection of commercial strategy and operational execution — responsible for driving specialty sales performance, bringing go-to-market strategies to life, and building the operational rigor that enables the segment to scale.

This leader will work closely with the VP of Sales and senior leadership across the segment to ensure continuity, alignment, and momentum across key commercial priorities.

About the Role

In this role as Director of Specialty Sales & GTM Operations, you will be accountable for:

Specialty Sales Leadership

• Lead and develop the specialty sales team, ensuring alignment to segment priorities and revenue targets

• Drive pipeline generation, deal progression, and close discipline across key solution areas

• Establish clear performance metrics, coaching cadence, and accountability structures

• Partner with core account and sales leaders to ensure integrated, client-centric account strategies

Go-To-Market Strategy & Execution

• Operationalize and execute GTM strategies across priority markets and offerings

• Translate segment strategy into clear sales plays, campaigns, and enablement plans

• Partner with marketing, product, and regional teams to ensure cohesive market activation

• Monitor and refine GTM effectiveness using data-driven insights

Business Operations & Execution

• Drive operational excellence across forecasting, pipeline reporting, and business rhythms

• Lead weekly and monthly business reviews, ensuring clarity on performance versus plan

• Identify and implement improvements in sales processes, tools, and coverage models

• Support annual planning, territory design, and resource allocation

Cross-Functional Leadership

• Act as a key liaison across sales, product, marketing, finance, and leadership teams

• Support executive-level initiatives and strategic programs within the segment

• Provide structured insights and recommendations to senior leadership

About You

You're a fit for the role of Director, Specialty Sales & GTM Operations if your background includes:

• 8+ years of experience in GTM strategy, sales leadership, business operations, revenue management, or a combination of these disciplines

• Demonstrated ability to translate strategy into execution — whether through direct sales leadership, operational transformation, or GTM program management

• Strong understanding of enterprise commercial cycles, ideally within legal, professional services, or B2B information solutions

• Experience driving GTM transformations, pricing and revenue initiatives, or operational improvements at scale

• Exceptional analytical skills with the ability to use data to diagnose performance gaps and guide decisions

• Outstanding communication and stakeholder management capabilities

• Proven ability to operate and influence effectively in a matrixed, global organization

• Experience leading or developing teams; formal people management experience is an asset but not a strict requirement

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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 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 Da