Regional Sales Manager, Strategic Accounts - Government

RELX Inc. Company; Washington (District of Columbia); On-site; USD 108,000 - 202,000; Full time

Job summary

LexisNexis Legal & Professional seeks a strategic Account Manager to oversee and grow a Federal Government client portfolio. You will build relationships with stakeholders, understand priorities, and guide opportunities through the full sales cycle in your assigned region.

The role emphasizes retention, renewal, cross-selling, and forming a trusted advisor relationship. Experience selling B2B SaaS to government bodies and proficiency with Salesforce and AI-enabled tools are valued.

Qualifications

• Experience managing and expanding complex B2B SaaS/government accounts.
• Strong executive presence with negotiation and cross-functional collaboration.
• Proficiency with Salesforce and enablement tools.

Responsibilities

• Manage a portfolio of existing government accounts and maintain relationships with decision-makers and procurement teams.
• Develop account plans identifying customer priorities, renewal timelines, growth opportunities and risks.
• Lead retention and renewal efforts and coordinate timely resolution of service or delivery issues.
• Conduct regular business reviews to demonstrate value and identify opportunities to expand relationships.
• Pursue cross-selling and upselling opportunities aligned with customer requirements and funding.
• Identify, qualify, and pursue new government customers within the region.
• Build a pipeline through prospecting, referrals, events, and partnerships.
• Develop relationships to understand operational needs, purchasing requirements, and budget cycles.

Skills

Account management

B2B SaaS

Executive presence

Negotiation

Sales tools

Salesforce

Gong

Seismic

Outreach

Generative AI tools

Travel willingness

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 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.

Compensation

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.

Benefits

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

Inclusivity & Equal Opportunity

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.

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. USA Job Seekers: EEO Know Your Rights.

About the Company

LexisNexis Legal & Professional is a leading global provider of legal, regulatory and business information and analytics that help customers increase productivity, improve decision-making and outcomes, and advance the rule of law around the world. We help lawyers win cases, manage their work more efficiently, serve their clients better and grow their practices. We assist corporations in better understanding their markets and preventing bribery and corruption within their supply chains. We partner with leading global associations and customers to help collect evidence against war criminals and provide tools to combat human trafficking. We endeavour to advance the rule of law across the world.Our teams are combining unparalleled legal and business information with analytics and technology to advance what’s possible for the way our customers work and to advance what’s possible in the world by strengthening the rule of law.