US Federal Sales Director, Research Solution

RELX

Sales Director focusing on consultative selling and complex SaaS solutions for U.S. Federal agencies.

Posted 5/8/2026full-timeWashington DC • District of Columbia, New Jersey, Virginia, Washington • 🇺🇸 United StatesLead💰 $98,500 - $183,000 per yearWebsite

Tech Stack

Tools & technologies

About the role

Key responsibilities & impact

Achieving bookings targets for the Research Intelligence solutions portfolio within the U.S. Federal market.
Leading and refining the Federal Go-To-Market strategy by incorporating customer, partner, and market insights.
Applying a consultative, strategic approach to align Elsevier solutions with agency missions and priorities.
Developing and executing multi-level account strategies, engaging executive, program, and procurement stakeholders.
Maintaining accurate Salesforce records and regularly review pipeline health, sales performance, and forecasts using tools such as Clari.
Synthesizing market intelligence to inform product strategy and GTM execution.
Representing Elsevier at federal industry events, trade shows, and executive briefings.
Navigating complex federal procurement environments, contract vehicles, and compliance requirements.
Building and expanding relationships with senior decision-makers and influencers to advance Elsevier’s strategic objectives.

Requirements

What you’ll need

Have a proven experience selling into the U.S. Federal Government, including agencies and/or Department of Defense (highly valued).
Display understanding of federal procurement processes, contract vehicles, and budget cycles.
Have 10+ years of direct sales experience, with a focus on consultative, complex solution selling.
Have 5+ years of team management experience.
Demonstrated success driving growth within large, complex government or research-focused accounts.
Experience engaging and influencing senior executives and mission-level stakeholders.
Have an exceptional track record selling technology, data, analytics, or AI-driven solutions.
Able to display expertise in strategic account planning and navigating highly matrixed customer organizations.
Experience selling enterprise software within a global, matrixed organization.
Have familiarity with research administration, federal research programs, and collaboration ecosystems (highly valued).
Use and display excellent communication, negotiation, and executive presentation skills.

Benefits

Comp & perks

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

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills & Tools

sales experienceconsultative sellingcomplex solution sellingstrategic account planningtechnology solutionsdata solutionsanalytics solutionsAI-driven solutionsenterprise software salesfederal procurement processes

Soft Skills

communication skillsnegotiation skillsexecutive presentation skillsrelationship buildinginfluencing skillsteam managementstrategic thinkingcustomer engagementmarket insight synthesispipeline management