Field Account Executive - State and Local, New Business

RELX•Dayton, OH

4d•$81,400 - $151,100•Onsite

About The Position

LexisNexis Legal & Professional is hiring a Field Account Executive focused on new business with State and Local Government agencies in the OH, PA, MI, and IL markets. This is a new-customer acquisition role involving territory development, prospecting, relationship building, pipeline creation, and conversion of opportunities into new LexisNexis business. The successful candidate will take a strategic, proactive approach to identifying opportunities and engaging stakeholders, using consultative selling to understand agency needs, demonstrate solution value, and navigate complex government sales cycles. This field-based position requires regular in-person meetings with prospects and customers, including throughout the assigned territory, and attendance at the Dayton, OH office every Monday and Tuesday. The candidate must reside within the Dayton, OH metropolitan area.

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 Dayton, OH metropolitan area.

Nice To Haves

Experience selling to State and Local Government agencies.
Experience navigating State and Local 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 to acquire new State and Local Government customers and generate revenue.
Identify and prospect State and Local agencies, departments, offices, and other eligible government organizations with new business potential.
Build and maintain a healthy sales pipeline through prospecting, referrals, marketing leads, events, and strategic outreach.
Establish relationships with stakeholders, decision-makers, influencers, procurement professionals, and end users within State and Local agencies.
Conduct discovery to understand customer needs, workflows, challenges, and strategic priorities, and align LexisNexis solutions to them.
Manage the complete new-business sales cycle, from 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 government purchasing and procurement processes and develop strategies to advance opportunities.
Maintain accurate pipeline management, forecasting, opportunity tracking, and activity in CRM tools.
Develop competitive strategies to win business from incumbent providers and address customer resistance to change.
Collaborate with Solutions Consultants, Marketing, Product, Contracts, and Sales leadership to advance opportunities and win 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 medical, dental, and vision benefits through a multi-carrier program.
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 insurance.
Life and accidental death insurance.
Critical illness and hospital indemnity coverage.
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 volunteer with a charity of choice.
Shared parental leave, study assistance, and sabbaticals.