As the Sales Transformation & Execution Lead, you will report the Senior Vice President of Intellectual Property (IP) Sales & Revenue and will be a critical member of a high-performing sales team.
In this role, you will be responsible for driving execution of sales transformation by embedding disciplined operating rhythms, improving pipeline health, and ensuring delivery of growth across priority segments. You will act as a catalyst to translate strategy into consistent, high-quality execution across the global sales organization.
This role will require advanced change management techniques, setting strategy, exhibiting excellent executive communication skills, and the ability to build relationships and influence across an enterprise level organization.
About You – experience, education, skills, and accomplishments
- Minimum of 10 years’ experience in Intellectual Property or highly adjacent Legal industry including years in management / leadership experience; ideally, >5 years with global, matrix organizations and capacity.
- Demonstrated ability to develop and coach high-performing sales teams.
- Proven global sales and sales leadership success with products in all stages of lifecycle.
- Strong interpersonal skills, with ability to professionally interact with a diverse blend of personalities to reach resolution and maintain strong relationships.
It would be great if you also had...
- Degree in Business Management or equivalent; ideally JD or MBA.
- Deep industry knowledge of the IP landscape
- Strategic thinking and the ability to adapt to a rapidly changing market landscape
What will you be doing in this role?
- Sales Diagnostics & Planning
- Validate segmentation and diagnostic outputs to sharpen strategic priorities
- Translate strategy into clear execution plans (by segment, product, region)
- Align and operationalize the support model to deliver remaining sales plays
- Ensure linkage between strategy, targets, incentives, and frontline execution
- Sales Strategy & Execution
- Drive rigorous execution of the sales plan; identify gaps and intervene early
- Embed a standard KPI framework with consistent reporting cadence across all levels
- Improve pipeline quality and predictability through:
- Coverage, conversion, and deal velocity
- Win/loss insight and opportunity progression quality
- Lead structured deal reviews and sales clinics to maximize win rates with a focus on large deals in the quarter
- Act as an independent and objective voice to challenge performance and execution standards
- Talent, Capability & Sales Culture
- Support rollout and embedding of the sales methodology (e.g. MEDDPICC / Challenger)
- Identify capability and talent gaps aligned to segment strategy
- Reinforce consistent frontline coaching and adherence to sales processes
- Partner with Marketing and Product to strengthen commercial teaching and value-based selling
- Establish and sustain a clear operating rhythm (forecasting, pipeline reviews, deal clinics, all-hands)
- Be a catalyst for change to drive continuous improvement and process efficiencies.
- Stay informed about industry trends, competitor products, and market dynamics.
- Leverage interdisciplinary experience, cross-functional understanding of the whole organization, as well as an international mindset.
- Build and maintain strong client relationships, serving as a trusted advisor and understanding their unique needs.
- Drive consistency and accountability across the IP global Sales & Revenue organization.
Additional:
- This role reports to the SVP, Sales & Revenue for the IP organization and will be a senior level individual contributor role on the IP Sales & Revenue leadership team.
- Travel up to 40% may be required.
At Clarivate, we are committed to providing equal employment opportunities for all qualified persons with respect to hiring, compensation, promotion, training, and other terms, conditions, and privileges of employment. We comply with applicable laws and regulations governing non-discrimination in all locations.
