US Federal Sales Director, Research Solution

Elsevier • Washington DC, DC

3d

About The Position

This role is for a US Federal Sales Director focused on the Research Solutions business. The primary focus will be to drive the expansion of our Research Intelligence business within the U.S. Federal Government. The role involves securing new sales and growing the existing customer base through renewals and strategic upsell/cross-sell initiatives, building strong, executive-level partnerships across accounts. This position supports U.S. Government agencies and National Labs, with core products including Scopus, SciVal, Pure, and our AI platform enablers LeapSpace and Insight Graph. As a Director, the individual will operate at a strategic level, guiding account direction, influencing senior stakeholders, and aligning solutions to agency mission priorities. They will leverage internal and external resources to maximize value delivery, ensuring high customer satisfaction, retention, and long-term growth.

Requirements

• Proven experience selling into the U.S. Federal Government, including agencies and/or Department of Defense (highly valued).
• Understanding of federal procurement processes, contract vehicles, and budget cycles.
• 10+ years of direct sales experience, with a focus on consultative, complex solution selling.
• 5+ years of team management experience.
• Demonstrated success driving growth within large, complex government or research-focused accounts.
• Experience engaging and influencing senior executives and mission-level stakeholders.
• Exceptional track record selling technology, data, analytics, or AI-driven solutions.
• Expertise in strategic account planning and navigating highly matrixed customer organizations.
• Experience selling enterprise software within a global, matrixed organization.
• Excellent communication, negotiation, and executive presentation skills.

Nice To Haves

• Familiarity with research administration, federal research programs, and collaboration ecosystems (highly valued).

Responsibilities

• Achieving bookings targets for the Research Intelligence solutions portfolio within the U.S. Federal market.
• Leading and refining the Federal Go-To-Market strategy by incorporating customer, partner, and market insights.
• Applying a consultative, strategic approach to align Elsevier solutions with agency missions and priorities.
• Developing and executing multi-level account strategies, engaging executive, program, and procurement stakeholders.
• Maintaining accurate Salesforce records and regularly review pipeline health, sales performance, and forecasts using tools such as Clari.
• Synthesizing market intelligence to inform product strategy and GTM execution.
• Representing Elsevier at federal industry events, trade shows, and executive briefings.
• Navigating complex federal procurement environments, contract vehicles, and compliance requirements.
• Building and expanding relationships with senior decision-makers and influencers to advance Elsevier’s 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: wellness 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
• Volunteer and Employee Resource Group participation days

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed