Federal Government Field Account Executive — New Business

LexisNexis Legal & Professional; Washington (District of Columbia); Hybrid; USD 90,000 - 150,000; Full time

Job summary

LexisNexis Legal & Professional is seeking a Field Account Executive for Federal Government to win new business, build a strategic territory, and navigate complex procurement cycles. The role emphasizes consultative selling, stakeholder engagement, and pipeline development across Federal agencies.

The position requires regular in-person meetings, with two days per week at the Washington, DC office, and a strong track record in new business sales. Travel within the territory is expected.

Qualifications

• 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 Washington, DC metropolitan area (DC, Maryland, or Virginia).

Responsibilities

• Develop and execute a territory strategy focused on acquiring new Federal Government customers and generating new revenue.
• Identify and prospect into Federal agencies, departments, offices, and other eligible government organizations with new business potential.
• Build and maintain a healthy sales pipeline through proactive prospecting, referrals, marketing leads, events, and strategic outreach.
• Establish relationships with key stakeholders, decision-makers, influencers, procurement professionals, and end users within Federal agencies.
• Conduct discovery to understand customer needs, workflows, challenges, and strategic priorities and align LexisNexis solutions to those needs.
• Manage the complete new business sales cycle from initial prospecting and qualification through discovery, demonstration, proposal, negotiation, and close.
• Develop compelling, solution-oriented proposals with appropriate positioning and pricing for LexisNexis software, content, and services.
• Navigate complex Federal Government purchasing and procurement processes and develop strategies to advance opportunities.
• Maintain accurate pipeline management, forecasting, opportunity tracking, and activity within CRM tools.
• Develop competitive strategies to win business from incumbent providers and overcome customer resistance to change.
• Collaborate with internal partners, including 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.

Skills

New Business Sales

Business Development

Account Executive Sales

Consultative Selling

Prospecting

Pipeline Management

CRM Systems

Presentation

Negotiation

Time Management

Education

Bachelor's degree

Tools

CRM systems

Microsoft Excel

Microsoft Word

PowerPoint

Job description

LexisNexis Legal & Professional is seeking a Field Account Executive for Federal Government to win new business, build a strategic territory, and navigate complex procurement cycles. The role emphasizes consultative selling, stakeholder engagement, and pipeline development across Federal agencies.

The position requires regular in-person meetings, with two days per week at the Washington, DC office, and a strong track record in new business sales. Travel within the territory is expected.