Sales Executive - SaaS for Federal Government

Elsevier•Washington DC, DC

22h

About The Position

The Sales Executive will drive expansion of Elsevier’s Research Intelligence business among U.S. Government customers by securing new sales and growing existing accounts through renewals and strategic upsell and cross-sell initiatives. The territory includes the Research Intelligence portfolio: LeapSpace, Scopus, SciVal, and Pure. The role involves establishing and nurturing long-term customer partnerships, engaging stakeholders to measure and improve satisfaction, providing high-quality support and value-added services, and identifying opportunities to expand adoption of Elsevier’s solutions. The successful candidate will use internal and external resources to maximize value delivery and support customer satisfaction and retention. The position is part of the Academic & Government team, which supports the creation, discovery, and advancement of knowledge through research content, insights, and analytics. The role represents Elsevier at trade shows and conferences and contributes customer and market insights to product development and go-to-market strategy.

Requirements

Experience selling into the U.S. Federal Government.
3–5 years of direct sales experience, focused on consultative, complex solution selling.
Ability to operate at operational, tactical, and strategic levels, with a track record of account growth.
Self-motivation and demonstrated success selling technology solutions.
Ability 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

Familiarity with research administration or collaboration with research management functions.

Responsibilities

Achieve bookings targets for the Research Intelligence solutions portfolio.
Use a consultative sales approach to understand client needs and translate them into practical solutions aligned with company strategy.
Develop and execute account strategies that address needs across multiple levels of customer organizations.
Maintain accurate Salesforce records and regularly review sales results and forecasts using tools such as Clari.
Gather and analyze market insights to inform product development and go-to-market strategy.
Represent Elsevier at trade shows and conferences with clear objectives and outcomes.
Synthesize information from multiple sources to support effective decision-making.
Build and maintain relationships with key decision-makers and influencers to support strategic objectives.
Grow existing customer accounts through renewals and strategic upsell and cross-sell initiatives.
Engage stakeholders to measure and improve client satisfaction, provide support and value-added services, and identify opportunities to expand adoption of Elsevier solutions.

Benefits

Medical, dental, and vision coverage.
401(k) with match.
Employee Share Purchase Plan.
Wellness platform, Headspace subscription, and Employee Assistance Programs.
Short- and long-term disability, life, accidental death, critical illness, and hospital indemnity insurance.
Parental leave, adoption, and surrogacy support.
Health Savings Account, Flexible Spending Account, dependent care, and commuter benefits.
Paid time off.
Volunteer and Employee Resource Group participation days.
Shared parental leave.
Study assistance.
Sabbaticals.
Flexible working options.