Strategic Government Accounts Regional Sales Lead

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

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