Research Intelligence Account Manager

Role Overview

• 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.

Requirements

• 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.

Benefits

• Country specific benefits