Publications Account Executive, West U.S. & LATAMThe publications account executive, West U.S. and LATAM reports to the publications sales manager and plays a key role in managing institutional and consortia accounts within the region for the American Physical Society (APS). This role is responsible for achieving revenue targets through managing renewals and driving new sales, with a focus on growing APS revenue the territory across customer channels including academic libraries, corporates, and government accounts. Key responsibilities include executing sales plans, management of APS' sales agent in LATAM, pipeline management, providing accurate sales reporting and forecasting, and collaborating closely with APS colleagues in Sales Operations, Finance, and Information Systems. The publications account executive also contributes to the regional publishing strategy by identifying opportunities and addressing risks, while representing APS at sales events and conferences to strengthen the visibility of the APS and Physical Review brands. This role is responsible for maintaining a high level of customer satisfaction by managing institutional and consortia customer accounts within a defined territory, as well as handling a portfolio of products and services in the region. The role also ensures efficient business practices through effective collaboration with APS colleagues in Sales Operations, Finance Information Systems, Communications. APS has a "remote first" concept that promotes equal treatment and equal access within the United States, independent of physical work location, with a majority of staff working primarily from remote work locations. APS values diversity and welcomes candidates from a variety of backgrounds. APS offers a dynamic work environment with an outstanding total compensation package, including salary, outstanding benefits, and excellent paid time off.
Responsibilities:
Create and execute detailed plans to achieve revenue targets for renewals, new sales, and Open Access agreements.
Contribute regional knowledge to support the development of APS publishing strategy within the region, including by advising management on emerging trends and opportunities, as well as threats, risks, competing priorities, and other concerns.
Customer Relations:
- Provide customers with timely and accurate customer data, pricing guidance, and prospecting details in accordance with those plans.
- Meet with customers regularly for the purpose of providing product training and updates and negotiation support.
- Coordinate the timely acquisition of documents, certifications, and other procurement requirements required by customers to close agreements.
- Collaboration:
- Ensure pricing and licensing terms are aligned with APS policies, targets, and strategy in coordination with internal stakeholders.
- Use Salesforce and other business systems and data to identify opportunities, prepare quotes, complete licensing agreements, record details of sales visits and other customer information, and complete other fundamental tasks.
- Market Presence:
- Attend sales meetings and conferences as needed to develop strong rapport and understanding of the region's business practices and challenges.
- Demonstrate professional conduct, aligned with APS core values, to increase the visibility and strengthen the perception of the APS and Physical Review brands within the customer base, and beyond to the broader scientific and scholarly communications communities.
Education:
Bachelor's degree preferred or five years of equivalent work experience in licensing, sales, scholarly publications and products or customer new business acquisition service may be accepted.
Experience, Knowledge, Skills, and Abilities:
- A minimum of 7 years of experience in institutional sales and licensing of scholarly publications and products, preferably in the physical sciences or other areas of STEM.Advanced data analysis, CRM proficiency, and pipeline management.
- Experience managing sales in Western U.S. and LATAM regions.
- Experience supporting territory sales agents.
- Advanced experience with and knowledge of scholarly communication, academic library markets, trends in research communities, and the forces currently shaping the journals publishing industry.
- Proficient in knowledge of publishing industry, society-owned journals/associations and value add scholarly journals/associations record and scientific enterprise.
- Proficient knowledge of Open Access knowledge & publishing trends.
- Self-motivated, with a strong drive for results.
- Demonstrated skills in relationship building, negotiations, and customer service.
- Proficient project management skills, including manage projects, time management and, well conceived decisions
- Able to travel up to 20% of the time.
- Ability to work well both independently as well as collaboratively with interdepartmental teams.
- Strong written and verbal communication skills.
- Ability to adapt and remain flexible to changing priorities
Travel:
This position is remote-first, with the Publications Account Executive primarily working from home. The role requires up to 20% travel, including visits to APS offices in Long Island, NY; Washington, DC; and College Park, MD, as well as other off-site locations for client meetings, library and publishing events, sales meetings, training, and strategy sessions. Additional travel may be assigned by the supervisor as needed.
Salary:
The salary range for this position takes into account various factors influencing compensation decisions, such as skill sets, experience, training, and other business and organizational requirements. The salary listed within the specified ranges considers relevant experience. Our compensation philosophy at APS aims to maintain salaries at the midpoint of the market. As a result, we typically hire within the target starting range. Exceptional, rare cases may merit reviews above target starting range for specialized or niche skills aligned with strategic operational goals.
Hiring Range: $104,000year - $141,700/year (USD)
Target Starting Range: $104,000/year - $115,700/year (USD)
Work Environment:
As noted above, APS offers a "Remote First" workplace. Although our offices are located on Long Island, NY; Washington DC; and College Park, MD, you can work from other places in the United States. We are flexible about work hours, but expect responsiveness during the core of the workday, Eastern Time. This is Us:
- Help us achieve our mission of advancing and diffusing the knowledge of physics for the benefit of humanity, promote physics, and serve the broader physics community.
- At APS, we:
- Provide a welcoming and supportive professional home for an active, engaged, and diverse membership
- Advance scientific discovery and research dissemination
- Advocate for physics and physicists, and amplify the voice for science
- Share the excitement of physics and communicate the essential role physics plays in the modern world
- Promote effective physics education for all
- Core Values:
- Scientific MethodTrust, Integrity, and Ethical Conduct
- Equity, Diversity, and Respect
- CollaborationEducation and Learning
- Speaking OutAmazing 2026 Benefit Offerings:
- Flexible schedules and ability to work remotely 8% employer-paid retirement contribution
- Investment advisement services: 100% employer paid
- Medical benefits: PPO or HDHP option
- Employer contribution to FSA or HSA account, eligibility based on medical plan enrollment
- Lifestyle Spending benefit up to $1,500.00 (USD) - 100% employer paid
- Vision benefits: individual and dependent coverage 100% employer paid
- Basic Life & Accident insurance: employee coverage 100% employer paid
- Supplemental Life & Accident insurance, including spouse & dependent child(ren) coverage
- Disability insurance: employee coverage 100% employer paid
- Voluntary Accident & Critical Illness insurance
- Healthcare, Commuter & Dependent care flexible spending accounts
Vacation: 15 days annually
Generous holiday leave: 17 paid office closures; includes one week closure at the end of December Personal leave: 4 days annually Volunteer leave: 1 day annually Sick leave: 10 days annually Bereavement & Compassion leave: 2 -15 days based on loss
