United States onlyUS Federal Sales Director, Research Solutions
Do you possess expertise in consultative selling and complex SaaS solutions, including data analytics and Artificial Intelligence?
Do you have experience partnering with U.S. Federal Government agencies, National Labs, or research institutions?
About our Team
Our Academic & Government team helps communities accelerate knowledge for a better world by supporting the creation, discovery, and advancement of knowledge. We do this 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—turning insights into outcomes.
About the Role
Your primary focus will be to drive the expansion of our Research Intelligence business within the U.S. Federal Government. You will secure new sales and grow our existing customer base through renewals and strategic upsell/cross-sell initiatives, building strong, executive-level partnerships across your accounts.
This role supports U.S. Government agencies and National Labs, with core products including Scopus, SciVal, Pure, and our AI platform enablers LeapSpace and Insight Graph.
As a Director, you will operate at a strategic level—guiding account direction, influencing senior stakeholders, and aligning solutions to agency mission priorities. You will leverage internal and external resources to maximize value delivery, ensuring high customer satisfaction, retention, and long-term growth.
Responsibilities
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
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.
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.
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.
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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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