Tony Vaisnoras

Enterprise sales executive with 25+ years of experience scaling software and SaaS revenue, rebuilding underperforming teams, and leading go-to-market transformation across complex enterprise markets. Known for turning fragmented sales motions into focused growth engines through stronger pipeline governance, vertical strategy, disciplined forecasting, and high-accountability leadership. Led organizations of up to 72 people, managed $104M annual quota and $700M revenue scope, and helped grow a major enterprise portfolio from $43M to $73M in four years.

Brings a rare blend of executive sales leadership and field credibility, with deep strength in team rebuilds, partner ecosystems, strategic deal support, and revenue expansion across tax, legal, trade, finance, EPM, ERP, supply chain, statistical and enterprise software markets.

Vice President of Sales, Enterprise at THOMSON REUTERS (2018-01 – 2026-12)

VP of Sales, Tax / Trade, Legal, Risk – Enterprise, East Region at THOMSON REUTERS (2025-01 – 2026-12)

Selected to lead a newly integrated enterprise business spanning tax, trade, legal, and risk following major organizational change. Brought structure, accountability, and customer-centered alignment to a broad portfolio during one of the most complex transformations in the business unit.

• Unified tax, trade, legal, and risk under a more customer-centered management structure, improving account ownership, cross-portfolio coordination, and leadership visibility across the region.
• Led a 72-person organization with 9 managers and 63 ICs, carrying the division's highest annual quota at $104M.
• Rebuilt capacity at speed by hiring, onboarding 6 managers, and 27 ICs, stabilizing execution even though a majority of the management team and a significant portion of sellers were new to role.
• Extended proven solution-selling discipline into legal content and risk sales motions, creating stronger consistency across a newly integrated portfolio.
• Delivered 9% regional growth despite territory realignment, major org redesign, and aggressive talent ramp.

VP of Sales, Tax & Trade – Enterprise, West Region at THOMSON REUTERS (2021-01 – 2024-12)

Inherited a declining and highly fragmented region and rebuilt it into a scalable, growth-oriented business through GTM simplification, stronger talent, vertical strategy, and tighter execution.

• Consolidated multiple specialist sales motions into a single-seller, multi-proposition model, simplifying customer engagement and making the region easier to scale.
• Grew the business from $43M to $73M in four years, delivering 16% CAGR with only 7 net new headcount.
• Introduced vertical selling motions and ROI-based value calculators that improved sales messaging, supported larger deal sizes, and strengthened executive-level business cases.
• Expanded partner-led growth through stronger collaboration with Big Four firms and ERP ecosystem relationships across the western region.
• Recruited 25 ICs and built a high-accountability culture that resulted in only two regrettable departures over four years.
• Surpassed quota each year, including 28% growth in 2024, after modernizing the sales motion and raising execution standards.

VP of Sales, Corporate Legal Software at THOMSON REUTERS (2019-01 – 2020-12)

Brought in to strengthen leadership, structure, and commercial discipline in a national corporate legal software business while integrating new offerings and expanding enterprise relevance.

• Rebuilt the organization with 3 managers, 8 ICs, and 3 Solution Consultants, creating stronger leadership depth and better technical support for complex deals.
• Implemented solution selling, value-based selling, and more disciplined sales process management to improve opportunity quality and close consistency.
• Integrated newly acquired HighQ into the corporate legal portfolio and grew the business 525%, expanding from 12 to 75 customers in nine months.
• Added strategic partnerships that expanded spend and matter management capabilities and deepened relevance within enterprise legal departments.
• Exceeded annual quota in both years while strengthening the solution consulting layer and improving execution across the team.

Vice President, North American Sales at LONGVIEW SOLUTIONS (2006-01 – 2018-12)

Advanced through sales leadership roles as Longview expanded its finance and tax technology platform across planning, consolidation, analytics, and tax. Played a central role in building commercial infrastructure, scaling revenue, and expanding strategic partnerships.

• Helped build Longview Tax from early-stage concept to $35M ARR, establishing a major growth engine within the business.
• Delivered 25%+ annual growth for three consecutive years as sales leader for Longview Tax.
• Introduced Solution Selling methodology, tools, and process discipline that improved structure, consistency, and target attainment across the sales organization.
• Established foundational Big Four partnerships that expanded market credibility, improved enterprise access, and supported the launch of a Longview Tax practice.
• Closed 50+ new accounts earlier in tenure before moving into management and later leading North American sales across multiple product lines.
• Contributed to platform growth through product-line integration and enterprise expansion tied to a connected finance technology strategy.

Enterprise Sales Roles at SAS | JD EDWARDS (ORACLE) | SPSS (IBM) (1993-01 – 2006-12)

Built a strong enterprise sales foundation across analytics, ERP, forecasting, predictive modeling, and financial software. Established a record of accomplishment of quota overachievement, strategic deal execution, and enterprise account development that later shaped his leadership style.

• Exceeded quota consistently across multiple enterprise software organizations, including 4 of 5 years at JD Edwards, 3 of 4 years at SAS, and every year at SPSS.
• Earned top-performer distinction in multiple environments, including 225% of quota in the Great Lakes Region at JD Edwards.
• Closed the largest deal in company history at SPSS and later contributed to the highest ACV in company history during individual contributor tenure at Longview.
• Built deep experience selling into large enterprise environments across finance, operations, analytics, and executive stakeholder groups.

Bachelor of Arts – Northern Illinois University