Sales Executive - SaaS for Federal Government

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

Benefits offered by this job

Health benefits: medical, dental, and

Job summary

Elsevier in the United States seeks a results-driven sales professional to expand the Research Intelligence portfolio by securing new logos and renewing key accounts.

You will engage academic, government and research institutions, translate complex SaaS analytics and AI-enabled offerings into measurable value, and lead multi-level account strategies across LeapSpace, Scopus, SciVal and Pure to drive adoption and renewals.

Qualifications

• Experience selling into the U.S. Federal Government or large complex organizations.
• 3–5 years of direct sales experience with consultative, complex solution selling.
• Ability to operate at operational, tactical, and strategic levels with track record of growth.
• Strong communication, presentation skills and stakeholder management.

Responsibilities

• Achieving bookings targets for the Research Intelligence solutions portfolio.
• Apply consultative selling to translate client needs into practical solutions.
• Develop and execute multi-level account strategies across customer organizations.
• Maintain Salesforce records and review sales results and forecasts with tools like Clari.
• Gather market insights to inform product development and Go-To-Market strategy.
• Represent Elsevier at trade shows and conferences with clear objectives.
• Synthesize information to support effective decision-making.
• Build relationships with key decision-makers and influencers to support strategic objectives.

Skills

Consultative selling

SaaS solutions

Data analytics

AI

Account management

Tools

Salesforce

Clari

Job description

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.

Work in a Way That Works for You

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

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.

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. Click here to access benefits specific to your location.