Ann Arbor, Michigan

Job Description

Head of Large Firms – Tax & Accounting Professionals

Thomson Reuters is a leading provider of news and information-based tools to professionals. The business has operated in more than 100 countries for more than 100 years. Its worldwide network of journalists and specialist editors keep customers up to speed on global developments, with a focus on legal, regulatory and tax changes. Thomson Reuters shares are listed on the Toronto Stock Exchange and New York Stock Exchange (symbol: TRI).

In October 2018, the company sold 55% of its Financial & Risk (F&R) business to private equity funds managed by Blackstone for approximately $17 billion and retained a 45% interest in the new company, which is now known as Refinitiv. The organization restructured its remaining business into new customer-focused segments and repositioned its business for growth. Its new structure moves decision making closer to the customer and allows the organization to serve its customers better with its full suite of offerings.

The company is currently organized in five reportable segments supported by a corporate center:

Legal Professionals: Serves law firms and governments with research and workflow products, focusing on intuitive legal research powered by emerging technologies and integrated legal workflow solutions that combine content, tools and analytics.

Corporates: Serves corporate customers, including the seven largest global accounting firms, with a full suite of offerings across legal, tax, regulatory and compliance functions.

Tax Professionals: Serves tax, accounting and audit professionals in accounting firms (other than the seven largest, which are served by the Corporates segment) focusing on intuitive tax offerings and automating tax workflows.

Reuters News: Provides real-time, multi-media news and information services to newspapers, television and cable networks, radio stations and websites around the globe, as well as to Refinitiv.

Global Print: Provides legal and tax information primarily in print format to customers around the world.

Thomson Reuters’ strategy is to be the premier global provider of the most trusted, must-have decision support tools and workflow solutions to professionals in information-intensive and highly regulated businesses. The company operates at the fast-changing intersection of regulation and commerce, where intelligence, technology and human expertise are required to achieve success in the digital economy. Its customers’ worlds are becoming more complex, time pressured and economically constrained and they require more knowledge to serve their own customers and better tools to help them make the most of their time. While the company’s customers continue to require Thomson Reuter’s trusted content, artificial intelligence (AI) and the cloud are increasingly enabling software and other solutions to automate or manage professional workflows, which drive productivity and enable disruptive product solutions. 

Today, Thomson Reuters is at the forefront of developing technology that will change how professionals’ access and use information by interacting with smart applications. At the Centre for AI and Cognitive Computing are a team of scientists, engineers and designers focusing on the development of smart applications by applying and extending state of the art in natural language processing, machine learning, deep learning, information retrieval, knowledge representation and reasoning, data mining, text analytics and human-computer interactions. AI exists within many of the products with successful launches in 2019 including Westlaw Edge, Checkpoint Edge, Lavida in Reuters News and Quick Check within the Westlaw product.

Thomson Reuters is seeking a Head of Large Firms within the Tax & Accounting Professionals Business.  As the Head of Large Firms, you will be the steward of the business, own top-line metrics (i.e., revenue, sales, retention and expenses), and manage customer relationships with our ~1,800 large tax firms.  Your vision thought leadership and execution finesse will focus your global team on a clear destination, fortifying Thomson Reuters focus on Customer Centricity.

Key Areas of Responsibility:

Own top-line sales metrics through customer engagement while managing cost/expense.

Define and execute on the Large Firms’ strategy and growth plan while meeting or exceeding the annual business plan.

Visible in the industry primarily with the Large Firms’ customers.

Inform acquisition strategy for Large Firms and actively manage pipeline targets.

Partner closely with product marketing inbound and outbound activities for Large Firms (i.e., market/customer insight, value proposition, customer segmentation, channel strategy, launch, etc.)

Lead and drive customer focused and obsessed teams with market leading NPS and customer retention and growth

Develop and drive high performing, engaged workforce with world-class talent

Accountabilities and Deliverables:

Leads Sales Management Teams who are accountable for nurturing and growing existing client relationships across the region for ~ 1,800 firms

Meets or exceeds Sales, Revenue, & Expense Annual Plan

Meets or exceeds operation metrics within Large Firms

Defines Large Firms’ strategy and growth plans including organic and inorganic growth opportunities

Meets or exceeds customer focused and experience metrics such as NPS, retention, upsell and cross-sell

Ensures team is operating in an agile manner focused around putting the customer first

Works closely with product and marketing teams to synthesize customer needs into high-impact product and services for customers aligned to Large Firms

Drives sales talent strategy including having world class talent, high engagement, high performing teams, strategic workforce plan tied to the Large Firms’ strategy.

Understand the external trends, opportunities and market insights

About You:

8+ years of experience, with specifically 4-6 years of experience in direct sales leadership preferred

Ability to balance day to day objectives and results and long-term thinking, ability to prioritize the Large Firms’ goals.

Results-oriented and embraces change

Ability to influence and work cross functionally to achieve deliverables for the Large Firms sub-segment

Inclusive leadership style with ability to attract, retain, and develop world-class talent; inspires trust and drives purpose for the team

Collaborative and relationship-oriented across multiple levels and functions

Problem-solver and skilled at conflict resolution

Customer obsessed and focused

Strong, inclusive communicator

Agile; ability to deal with high levels of ambiguity; decisive especially when not all data is readily available

Do you want to be part of a team helping re-invent the way knowledge professionals work? How about a team that works every day to create a more transparent, just and inclusive future? At Thomson Reuters, we’ve been doing just that for almost 160 years. Our industry-leading products and services include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news services – Reuters. We help these professionals do their jobs better, creating more time for them to focus on the things that matter most: advising, advocating, negotiating, governing and informing.

We are powered by the talents of 25,000 employees across more than 75 countries, where everyone has a chance to contribute and grow professionally in flexible work environments that celebrate diversity and inclusion. At a time when objectivity, accuracy, fairness and transparency are under attack, we consider it our duty to pursue them. Sound exciting? Join us and help shape the industries that move society forward. 


As a global business, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified employees in all our operations around the world regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, veteran status, or any other protected classification under applicable law. Thomson Reuters is proud to be an Equal Employment Opportunity/Affirmative Action Employer providing a drug-free workplace.

We also make reasonable accommodations for qualified individuals with disabilities and for sincerely held religious beliefs in accordance with applicable law.

More information about Thomson Reuters can be found on

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Ann Arbor, Michigan


Thomson Reuters is a leading provider of business information services.  Our products include highly specialized information-enabled software and tools for legal, tax, accounting and compliance professionals combined with the world’s most global news service – Reuters. For more information on Thomson Reuters, visit and for the latest world news,


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