Field Account Executive - State and Local, New Business

RELX•Dayton, OH

3d•Onsite

About The Position

The Field Account Executive is responsible for developing and winning new business within State and Local Government agencies in the OH, PA, MI, and IL markets. This new-customer-acquisition role focuses on identifying opportunities, building relationships with prospective customers, creating pipeline, and converting opportunities into new LexisNexis business. The successful candidate will take a strategic and proactive approach to developing the territory, identifying whitespace, and engaging key stakeholders across State and Local agencies. The role uses consultative selling to understand agency needs, demonstrate the value of LexisNexis solutions, and navigate complex government sales cycles. It is field-based, requiring regular in-person meetings with prospects and customers and attendance at the Dayton, OH office every Monday and Tuesday. LexisNexis Legal & Professional serves customers in more than 150 countries and is part of RELX, a global provider of information-based analytics and decision tools. The company has a long history of bringing technology to the legal market and continues to invest in advanced AI and generative AI solutions. The position offers a U.S. national base pay range of $81,400–$151,100 and a total target cash range of $125,300–$232,700. Geographic differentials may apply, and the pay mix between base and variable compensation depends on the sales role.

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 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 in a field sales environment with regular customer-facing interactions.

Responsibilities

Develop and execute a territory strategy focused on acquiring new State and Local Government customers and generating revenue.
Identify and prospect State and Local agencies, departments, offices, and other eligible government organizations with new-business potential.
Build and maintain a sales pipeline through prospecting, referrals, marketing leads, events, and strategic outreach.
Build relationships with stakeholders, decision-makers, influencers, procurement professionals, and end users within agencies.
Conduct discovery to understand customer needs, workflows, challenges, and strategic priorities, and align LexisNexis solutions to those needs.
Manage the full 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 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

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 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.