Field Account Executive – Federal Government, New Business

RELX•Washington DC, DC

1d•Hybrid

About The Position

The Field Account Executive – Federal Government, New Business develops and wins new business within Federal Government agencies. This is a new-customer-acquisition role focused on identifying opportunities, building relationships with prospective customers, creating a pipeline, and converting opportunities into new LexisNexis business. The successful candidate takes a strategic, proactive approach to developing a territory, identifying whitespace, and engaging key stakeholders across Federal agencies. They use consultative selling skills to understand agency needs, demonstrate the value of LexisNexis solutions, and navigate complex Federal Government sales cycles. This field-based position requires regular in-person meetings with prospects and customers and attendance at the Washington, DC office two days per week. LexisNexis Legal & Professional serves customers in more than 150 countries and is part of RELX. It provides legal, regulatory, and business information and analytics, and invests in advanced AI and generative AI solutions.

Requirements

Bachelor's degree or equivalent professional experience.
Proven experience in new business sales, business development, account executive sales, or consultative selling.
Demonstrated success prospecting for new customers, developing pipeline, and closing new business.
Ability to independently develop a territory and identify new revenue opportunities.
Strong discovery, communication, presentation, and negotiation skills.
Experience managing complex sales cycles involving multiple stakeholders and decision-makers.
Strong pipeline management, forecasting, and opportunity management skills.
Proficiency with CRM systems and Microsoft Office applications, including Excel, Word, and PowerPoint.
Strong organizational and time-management skills, with the ability to prioritize opportunities effectively.
Ability to work collaboratively while maintaining ownership and accountability for individual sales results.
Must reside within the Washington, DC metropolitan area (DC, Maryland, or Virginia).

Nice To Haves

Experience selling to Federal Government agencies.
Experience navigating Federal Government procurement and contracting processes.
Experience selling Legal Technology, Legal Information Services, SaaS, Data Analytics, AI, or Information Solutions.
Experience successfully displacing incumbent solutions or developing business within competitive accounts.
Advanced degree such as an MBA, JD, or related graduate degree.
Knowledge of or interest in Artificial Intelligence technologies and AI-enabled business solutions.
Experience working in a field sales environment with regular customer-facing interactions.

Responsibilities

Develop and execute a territory strategy focused on acquiring new Federal Government customers and generating new revenue.
Identify and prospect into Federal agencies, departments, offices, and other eligible government organizations with new business potential.
Build and maintain a healthy sales pipeline through proactive prospecting, referrals, marketing leads, events, and strategic outreach.
Establish relationships with key stakeholders, decision-makers, influencers, procurement professionals, and end users within Federal agencies.
Conduct discovery to understand customer needs, workflows, challenges, and strategic priorities and align LexisNexis solutions to those needs.
Manage the complete new-business sales cycle from initial prospecting and qualification through discovery, demonstration, proposal, negotiation, and close.
Develop solution-oriented proposals with appropriate positioning and pricing for LexisNexis software, content, and services.
Navigate complex Federal Government purchasing and procurement processes and develop strategies to advance opportunities.
Maintain accurate pipeline management, forecasting, opportunity tracking, and activity within CRM tools.
Develop competitive strategies to win business from incumbent providers and overcome customer resistance to change.
Collaborate with Solutions Consultants, Marketing, Product, Contracts, and Sales leadership to advance opportunities and win new business.
Represent LexisNexis at customer meetings, industry events, conferences, and trade shows.
Conduct regular face-to-face meetings with prospects throughout the assigned territory.

Benefits

Comprehensive, multi-carrier medical, dental, and vision benefits.
401(k) with match.
Employee Share Purchase Plan.
Wellness platform with incentives.
Headspace app subscription.
Employee Assistance and Time-off Programs.
Short- and Long-Term Disability, Life and Accidental Death Insurance, Critical Illness, and Hospital Indemnity.
Family benefits, including bonding and family care leaves, adoption and surrogacy benefits.
Health Savings, Health Care, Dependent Care, and Commuter Spending Accounts.
Annual Paid Time Off.
Up to two days of paid leave each to participate in Employee Resource Groups and to volunteer with a charity of choice.
Shared parental leave.
Study assistance and sabbaticals.