Sales Executive - SAAS for Federal Government

RELX•Washington DC, DC

1d•Remote

About The Position

This role focuses on driving the expansion of Elsevier's Research Intelligence business within the U.S. Federal Government sector. The primary responsibilities include securing new sales, growing the existing customer base through renewals, and executing strategic upsell/cross-sell initiatives. Success hinges on building strong, long-term partnerships with accounts, establishing and nurturing customer relationships, and leveraging resources to maximize value delivery, ensuring high customer satisfaction and retention. The territory covers U.S. Government customers and includes the core Research Intelligence portfolio: LeapSpace, Scopus, SciVal, and Pure. The role involves engaging key stakeholders to measure and improve client satisfaction, providing high-quality support and value-added services, and identifying opportunities to expand the adoption of Elsevier’s Solutions portfolio.

Requirements

Experience selling into the U.S. Federal Government.
3–5 years of direct sales experience, with a focus on consultative, complex solution selling.
Able to operate at operational, tactical, and strategic levels, with a track record of account growth.
Display self-motivation and demonstrated success selling technology solutions.
Able to build relationships with diverse stakeholders, including senior executives.
Experience in strategic account planning and navigating complex customer organizations.
Background selling enterprise software within a matrixed organization.
Excellent verbal and written communication skills, including strong presentation abilities.

Nice To Haves

Experience partnering with academic and research institutions, including U.S. Government National Labs and agencies.
Familiarity with research administration or collaboration with research management functions is valued.

Responsibilities

Achieving bookings targets for the Research Intelligence solutions portfolio.
Applying a consultative approach to understand client needs and translate them into practical solutions aligned with company strategy.
Developing and executing account strategies that address needs across multiple levels within customer organizations.
Maintaining accurate Salesforce records and regularly reviewing sales results and forecasts using tools such as Clari.
Gathering and analyzing market insights to inform product development and Go-To-Market strategy.
Representing Elsevier at trade shows and conferences with clear objectives and outcomes.
Synthesizing information from multiple sources to support effective decision-making.
Building and maintaining relationships with key decision-makers and influencers to support strategic objectives.

Benefits

Wellbeing initiatives
Shared parental leave
Study assistance
Sabbaticals
Health benefits: medical, dental, and vision coverage
Retirement benefits: 401(k) with match and Employee Share Purchase Plan
Wellbeing platform, Headspace subscription, and Employee Assistance Programs
Insurance: short- and long-term disability, life, accidental death, critical illness, and hospital indemnity
Family benefits: parental leave, adoption, and surrogacy support
Savings accounts: HSA, FSA, dependent care, and commuter benefits
Paid time off, plus volunteer and Employee Resource Group participation days