US Federal Sales Director, Research Solution
About The Position
Our Academic & Government team helps communities accelerate knowledge for a better world by supporting the creation, discovery, and advancement of knowledge. We do this by turning scientific discoveries into peer-reviewed insights, hosting the world’s richest corpus of knowledge, enabling users to unlock insights from content, and measuring the quality and impact of research—turning insights into outcomes. Your primary focus will be to drive the expansion of our Research Intelligence business within the U.S. Federal Government. You will secure new sales and grow our existing customer base through renewals and strategic upsell/cross-sell initiatives, building strong, executive-level partnerships across your accounts. This role 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, you will operate at a strategic level—guiding account direction, influencing senior stakeholders, and aligning solutions to agency mission priorities. You 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.
- Ability to display expertise in strategic account planning and navigating highly matrixed customer organizations.
- Experience selling enterprise software within a global, matrixed organization.
- Familiarity with research administration, federal research programs, and collaboration ecosystems (highly valued).
- Excellent communication, negotiation, and executive presentation skills.
Nice To Haves
- Expertise in consultative selling and complex SaaS solutions, including data analytics and Artificial Intelligence.
- Experience partnering with U.S. Federal Government agencies, National Labs, or research institutions.
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
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
