Edtech.com's Summary

Elsevier is hiring a Sales Executive - SaaS for Federal Government. The role drives growth of Elsevier’s Research Intelligence business, which includes LeapSpace, Scopus, SciVal, and Pure, by winning new sales and expanding existing accounts across U.S. Government customers. The executive builds long-term relationships with key decision-makers and handles renewals as well as upsell and cross-sell opportunities.

Highlights

Achieve bookings targets for the Research Intelligence portfolio across a territory of U.S. Government customers.
Apply a consultative approach to understand client needs and translate them into practical solutions aligned with company strategy.
Develop and execute account strategies that address needs at multiple levels within customer organizations, including renewals and strategic upsell and cross-sell.
Build and maintain relationships with key decision-makers, influencers, and senior executives to support strategic objectives and customer retention.
Maintain accurate Salesforce records and review sales results and forecasts with tools such as Clari.
Gather and analyze market insights to inform product development and go-to-market strategy, and represent Elsevier at trade shows and conferences.
Experience selling into the U.S. Federal Government, with 3 to 5 years of direct consultative, complex solution sales and a track record of account growth.
Background selling enterprise software within a matrixed organization, with familiarity with research administration or research management functions valued.
Base pay range of $81,400 to $151,100 and a total target cash range of $125,300 to $232,700, with the base and variable mix varying by sales role.

Sales Executive - SaaS for Federal Government Full 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.

Compensation

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 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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Sales Executive - SaaS for Federal Government

Edtech.com's Summary

Sales Executive - SaaS for Federal Government Full Description

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