Sales Executive - SaaS for Federal Government

RX Brasil; Washington (District of Columbia); Hybrid; USD 81,000 - 151,000; Full time

Benefits offered by this job

Health benefits

401(k) with match

Employee Share Purchase Plan

Headspace subscription

Employee Assistance Programs

Disability insurance

Life insurance

Parental leave

Adoption assistance

Surrogacy support

Commuter benefits

Paid time off

Volunteer days

Employee Resource Group participation

Job summary

Elsevier in Washington, DC is seeking a Sales Executive to drive expansion of our Research Intelligence business within U.S. Federal Government accounts.

You will secure new logos, renewals, and upsell across LeapSpace, Scopus, SciVal, and Pure, while delivering value and building strategic partnerships. The role requires consultative, solution-based selling at senior levels, and the ability to navigate large, matrixed organizations.

Qualifications

• Experience selling into the U.S. Federal Government.
• 3–5 years of direct sales experience with complex solutions.
• Ability to build relationships with senior executives across large organizations.
• Experience navigating matrixed organizations and strategic account planning.

Responsibilities

• Achieving bookings targets for the Research Intelligence solutions portfolio.
• Apply a consultative approach to understand client needs and translate them into practical solutions.
• Develop and execute account strategies across multiple levels within customer organizations.
• Maintain accurate Salesforce records and review sales results and forecasts.
• Gather and analyze market insights to inform product development and Go-To-Market strategy.
• Represent Elsevier at trade shows and conferences with clear objectives.
• Synthesize information from multiple sources to support decision-making.
• Build and maintain relationships with key decision-makers and influencers.

Skills

Federal government sales

Direct sales

Consultative selling

Executive relationship building

Strategic account planning

Enterprise software sales

Government domain familiarity

Job description

Sales Executive - SaaS for Federal Government

Do you possess expertise in consultative selling, along with experience navigating complex SaaS solutions, data analytics, and Artificial Intelligence? Do you have experience partnering with academic and research institutions, including U.S. Government National Labs and agencies?

About the Team

Our Academic & Government team helps communities accelerate knowledge for a better world. We support the creation, discovery, and advancement of knowledge 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—ultimately turning insights into outcomes.

About the Role

Your primary focus will be to drive the expansion of our Research Intelligence business by securing new sales and growing our existing customer base through renewals and strategic upsell/cross-sell initiatives. Success in this role requires building strong, long-term partnerships with your accounts. This territory serves U.S. Government customers and includes our core Research Intelligence portfolio: LeapSpace, Scopus, SciVal, and Pure. In this role, you will establish and nurture customer relationships while leveraging internal and external resources to maximize value delivery, ensuring high customer satisfaction and retention. You will engage key stakeholders to measure and improve client satisfaction, provide high-quality support and value-added services, and identify opportunities to expand adoption of Elsevier’s Solutions portfolio.

Responsibilities

• Achieving bookings targets for the Research Intelligence solutions portfolio.
• Applying a consultative approach to understand client needs and translate them into practical solutions aligned with company strategy.
• Developing and executing account strategies that address needs across multiple levels within customer organizations.
• Maintaining accurate Salesforce records and regularly review sales results and forecasts using tools such as Clari.
• Gathering and analyzing market insights to inform product development and Go-To-Market strategy.
• Representing Elsevier at trade shows and conferences with clear objectives and outcomes.
• Synthesizing information from multiple sources to support effective decision-making.
• Building and maintaining relationships with key decision-makers and influencers to support strategic objectives.

Requirements

• Experience selling into the U.S. Federal Government.
• Have 3–5 years of direct sales experience, with a focus on consultative, complex solution selling.
• Able to operate at operational, tactical, and strategic levels, with a track record of account growth Display self-motivation and demonstrated success selling technology solutions.
• Able to build relationships with diverse stakeholders, including senior executives.
• Experience in strategic account planning and navigating complex customer organizations.
• Have background selling enterprise software within a matrixed organization.
• Have familiarity with research administration or collaboration with research management functions is valued.
• Use excellent verbal and written communication skills, including strong presentation abilities.

We promote a healthy work-life balance and offer flexible working options.

Our benefits include wellbeing initiatives, shared parental leave, study assistance, and sabbaticals—supporting both your immediate responsibilities and long-term goals.

Working for You

We offer a comprehensive benefits package, including:

• 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, plus volunteer and Employee Resource Group participation days

U.S. National Base Pay Range

U.S. National Base Pay Range: $81,400 - $151,100. Total Target Cash Range: $125,300 - $232,700. 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 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 Business

As a global leader in information and analytics, we help researchers and healthcare professionals advance science and improve health outcomes. By combining trusted content with advanced analytics, we support research, education, and clinical practice. At Elsevier, your work contributes to solving global challenges and building a more sustainable future.

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.

Elsevier is a global leader in advanced information and decision support for science and healthcare. We believe that by working together with the communities we serve, we can shape human progress to go further, happen faster, and benefit all. We support continuous discovery and uphold the highest standards of content integrity, reliability, and reproducibility so the communities we serve can advance their field of science, healthcare or innovation with confidence.

By combining high-quality content with powerful analytics, we transform complexity into clarity and deliver mission-critical insights that help professionals make better decisions when it matters most.

We deliver insights that help research institutions, governments, and funders achieve their goals. We help researchers discover and share knowledge, collaborate, and accelerate innovation. We help librarians provide verified, quality information to universities. We help innovators turn knowledge into new products. We help health professionals improve patient care and educators train the next generation of doctors and nurses.

Connecting quality content and innovative technologies, we make progress go further and happen faster. And by championing inclusion and sustainability, we ensure progress benefits all.

With 9,500 employees, over 2,300 technologists in 5 major tech hubs, and more than 60 locations across the globe, we are committed to supporting the scientific and healthcare communities around the world.

We offer a diverse range of opportunities across technology, commercial, business, and early career jobs. If you are looking for a career that inspires progress in science, innovation and health, and allows you to grow every day, find your team at Elsevier.

Elsevier is part of RELX Group. Let’s shape progress together. Join us. elsevier.com/about/careers