Do you excel at building executive relationships that deliver account growth and retention?
Are you able to blend strategic planning with hands-on sales execution in a dynamic environment?
About the Role
We are seeking an experienced, enterprise-focused sales executive to accelerate growth in Elsevier’s Research Intelligence portfolio (Scopus, SciVal, Pure, Digital Commons) within Canada. This role pairs strategic account leadership with hands-on sales execution in a dynamic, matrixed environment. You will own renewals, expansions, and new business development, shape go-to-market strategies and represent Elsevier at industry events. The ideal candidate has 7+ years in B2B/SaaS or enterprise sales with a track record of selling analytics, AI, or data platforms to academic, research and government institutions in Canada, and thrives on driving digital transformation and evidence-based decision making.
If you’re a strategic, impact-driven sales executive who thrives in senior-level conversations about data, AI, and research impact, we’d love to hear from you. Please apply with your resume and a brief cover letter regarding your qualifications for this role.
Responsibilities
Achieve and exceed booking targets for Research Intelligence Portfolio and associated AI/data-driven solutions in your territory.
Lead full lifecycle enterprise sales with a consultative, value-based approach; manage complex procurement processes, RFPs, and multi-stakeholder decision journeys in higher education and research settings.
Develop and execute strategic account plans to grow wallet share, renewals, and cross-sell across research administration, libraries, and academic leadership.
Build and maintain executive-level relationships (e.g., Vice Presidents of Research, Library Directors, Deans) and align solutions to institutional priorities and funding objectives.
Gather market intelligence and translate research administration and management needs into compelling value propositions; influence product roadmaps and go-to-market plans.
Drive forecasting and pipeline management using CRM/forecasting tools (Salesforce, Clari); deliver accurate forecasts and data-driven insights to leadership.
Collaborate with Product, Marketing, Customer Success, Data Analytics, and Professional Services to deliver customer outcomes and enable strategic initiatives.
Represent Elsevier at industry conferences and events; generate qualified leads and broaden the company’s footprint in target accounts.
Mentor and coach junior sellers; contribute to team development, training, and best-practice sharing.
Support research strategy and bibliometrics initiatives where relevant; articulate ROI and impact storytelling for university leadership.
Lead high-stakes contract negotiations and ensure compliance with corporate guidelines and customer expectations.
Travel as needed and operate effectively in a remote-first, Canada-based capacity within a matrixed organization.
Qualifications
Have 7+ years of B2B/SaaS or enterprise sales and/or customer engagement experience with a proven track record of meeting or exceeding targets.
Have deep experience selling analytics, AI, data platforms, or research-related solutions to higher education or research institutions.
Possess a highly developed consultative selling mindset (frameworks such as Challenger, or similar); proven ability to navigate complex buying committees.
Have exceptional executive-level communication and presentation skills; able to articulate quantitative value and ROI to senior leadership.
Be proficient in CRM/forecasting tools (Salesforce, Clari); adept at building dashboards and reports, with a data-driven approach to decision making.
Have experience operating in a matrixed organization; proven cross-functional collaboration across product, marketing, customer success, and services.
Bachelor’s degree required; MBA or advanced degree preferred.
Be willing to travel as needed; Canada-based with a remote work arrangement.
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