Regional Sales Manager, Strategic Accounts - Government

LexisNexis Legal & Professional group; Washington (District of Columbia); On-site; USD 108,000 - 202,000; Full time

Job summary

LexisNexis Legal & Professional group is seeking a strategic government accounts executive to manage a portfolio of federal customers and develop new opportunities within a defined region. You will build relationships with senior stakeholders, understand budgeting and procurement cycles, and guide opportunities through the full sales cycle, including cross-sell and upsell where appropriate.

The role emphasizes collaboration with legal professionals and technologists, leveraging AI-enabled

Qualifications

• Experience managing and expanding complex B2B SaaS or technology accounts within government agencies.
• Strong executive presence with clear communication, organization, and cross-functional collaboration skills
• Demonstrated ability to negotiate contracts and close business in a team-based selling environment
• Proficiency with Salesforce and sales enablement tools such as Gong, Seismic, and Outreach
• Comfort using generative AI tools such as Microsoft Copilot or ChatGPT to support productivity and insight generation
• Willingness to travel up to 20% including day and overnight travel

Responsibilities

• Manage a portfolio of existing government accounts, maintaining strong relationships with decision-makers, procurement teams, and end users.
• Develop account plans that identify customer priorities, renewal timelines, growth opportunities, and competitive risks.
• Lead retention and renewal efforts, addressing customer concerns and coordinating timely resolution of service or delivery issues.
• Conduct regular business reviews to demonstrate value, assess satisfaction, and identify opportunities to expand customer relationships.
• Pursue cross-selling and upselling opportunities aligned with customer requirements and available funding.
• Identify, qualify, and pursue new government customers and strategic opportunities within the assigned region.
• Build a pipeline through prospecting, referrals, industry events, partner relationships, and procurement opportunity monitoring.
• Develop relationships with prospective customers to understand their operational needs, purchasing requirements, and budget cycles

Skills

B2B SaaS government accounts

Executive presence

Negotiation

Cross-functional collaboration

Sales strategy

Travel up to 20%

Tools

Salesforce

Gong

Seismic

Outreach

Microsoft Copilot / ChatGPT

Job description

Do you enjoy building trusted relationships with government customers while identifying opportunities to grow and expand their success?

Are you ready to manage strategic accounts and develop new business through a collaborative, customer-focused sales approach?

About our Team

LexisNexis Legal & Professional, which serves customers in more than 150 countries with 11,800 employees worldwide, is part of RELX (http://www.relx.com), a global provider of information-based analytics and decision tools for professional and business customers. Our company has been a long-time leader in deploying AI and advanced technologies to the legal market to improve productivity and transform the overall business and practice of law, deploying ethical and powerful generative AI solutions with a flexible, multi-model approach that prioritizes using the best model from today’s top model creators for each individual legal use case. The company employs over 2,000 technologists, data scientists, and experts to develop, test, and validate solutions in line with RELX Responsible AI Principles (https://stories.relx.com/responsible-ai-principles/index.html).

About the Role

You will manage and grow a portfolio of key Federal Government accounts while developing new customer opportunities within your assigned region. You will build relationships with customer stakeholders, understand their priorities and purchasing requirements, and guide opportunities through the sales cycle.

Responsibilities

• Manage a portfolio of existing government accounts, maintaining strong relationships with decision-makers, procurement teams, and end users.


• Develop account plans that identify customer priorities, renewal timelines, growth opportunities, and competitive risks.


• Lead retention and renewal efforts, addressing customer concerns and coordinating timely resolution of service or delivery issues.


• Conduct regular business reviews to demonstrate value, assess satisfaction, and identify opportunities to expand customer relationships.


• Pursue cross-selling and upselling opportunities aligned with customer requirements and available funding.


• Identify, qualify, and pursue new government customers and strategic opportunities within the assigned region.


• Build a pipeline through prospecting, referrals, industry events, partner relationships, and procurement opportunity monitoring.


• Develop relationships with prospective customers to understand their operational needs, purchasing requirements, and budget cycles.

Requirements

• Experience managing and expanding complex B2B SaaS or technology accounts within government agencies


• Strong executive presence with clear communication, organization, and cross-functional collaboration skills


• Demonstrated ability to negotiate contracts and close business in a team-based selling environment


• Proficiency with Salesforce and sales enablement tools such as Gong, Seismic, and Outreach


• Comfort using generative AI tools such as Microsoft Copilot or ChatGPT to support productivity and insight generation


• Willingness to travel up to 20%, including day and overnight travel

Work in a Way That Works for You

We promote a healthy work/life balance across the organization. We offer an appealing working prospect for our people. With numerous wellbeing initiatives, shared parental leave, study assistance and sabbaticals, we will help you meet your immediate responsibilities and your long-term goals.

Working Pattern

Working flexible hours - flexing the times when you work in the day to help you fit everything in and work when you are the most productive.

U.S. National Base Pay Range: $108,400 - $201,500. Total Target Cash Range: $166,800 - $309,700. Geographic differentials may apply in some locations to better reflect local market rates.Pay mix between base and variable pay varies based on sales role; please discuss with the recruiter.

We know your well-being and happiness are key to a long and successful career. We are delighted to offer country specific benefits.

We are committed to providing a fair and accessible hiring process. If you have a disability or other need that requires accommodation or adjustment, please let us know by completing our Applicant Request Support Form or please contact 1-855-833-5120.

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We are an equal opportunity employer: qualified applicants are considered for and treated during employment without regard to race, color, creed, religion, sex, national origin, citizenship status, disability status, protected veteran status, age, marital status, sexual orientation, gender identity, genetic information, or any other characteristic protected by law.

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