Location: This position is based on-site in Moscow, Idaho, and requires five days per week in the office. We will consider only candidates who currently live locally or are willing to relocate.
Work Authorization: To respect your time, we cannot provide employment visa sponsorship for this position now or in the future. Before applying, please confirm that you are authorized to work in the United States without current or future employer sponsorship.
The Account Executive I plans and executes sales strategies for prospective and existing customers. This role focuses on achieving sales objectives, growing customer relationships, and delivering value at every interaction. The ideal candidate is energetic, self-motivated, consultative, and comfortable working in a competitive, results-driven sales environment.
The role calls for strong communication, interpersonal, prospecting, customer research, social selling, presentation, negotiation, and solution-selling skills. Experience with Salesforce, SalesLoft, Google Workspace, Microsoft Office, and other business technology tools is expected. Familiarity with sales methodologies such as MEDICC is preferred.
Major Responsibilities:
- Develop and execute strategic sales plans using competitive analysis, customer segmentation, product utilization, market penetration, account planning, and effective product positioning.
- Meet or exceed assigned sales, market share, revenue, and other financial performance targets.
- Manage the full sales cycle, including prospecting, cold calling, email outreach, qualification, appointment setting, lead nurturing, presentations, objection handling, negotiation, and closing.
- Identify opportunities to upsell, cross-sell, and expand customer relationships across multiple products and platforms.
- Conduct consultative conversations to understand customer challenges and recommend effective solutions.
- Maintain accurate opportunity notes, account plans, forecasts, and activity records in approved CRM and sales enablement systems.
- Manage territory performance and maintain a healthy pipeline, targeting 4x pipeline coverage.
- Accurately forecast monthly, quarterly, and annual sales performance.
- Collaborate with sales leadership, Customer Service, Legal, and other internal stakeholders to support deal execution and customer success.
- Prioritize and manage multiple opportunities while maintaining strong sales activity and customer engagement.
- Work independently while remaining open to coaching, collaboration, and continuous learning.
- Build strong, professional relationships with prospects, customers, colleagues, and internal partners.
Education and Experience:
- A minimum of 3+ years of experience in sales, account management, business development, or a related field.
- Demonstrated success in prospecting, cold calling, email outreach, appointment setting, customer research, social selling, sales presentations, and solution selling.
- Experience managing sales territories, account expansion, pipeline development, forecasting, and the full sales process.
- Experience selling multiple products across different platforms.
- Proficiency with Salesforce, SalesLoft, and other advanced CRM or sales enablement tools.
- Proficiency with Google Workspace, Microsoft Office, and project management, timekeeping, travel, and expense-reporting tools.
Skills Required
- At least 3 years of experience in sales, account management, business development, or a related field
- Successful experience with prospecting, cold calling, email outreach, appointment setting, customer research, social selling, sales presentations, and solution selling
- Experience managing sales territories, account expansion, pipeline development, forecasting, and the full sales process
- Experience selling multiple products across different platforms
- Proficiency with Salesforce, SalesLoft, and advanced CRM or sales enablement tools
- Proficiency with Google Workspace, Microsoft Office, and project management, timekeeping, travel, and expense-reporting tools
- Familiarity with sales methodologies such as MEDICC
- Authorization to work in the United States without current or future employer sponsorship
- Ability to work on-site five days per week in Moscow, Idaho, or relocate
What We Do
Emsi Burning Glass is now Lightcast. Our name is new, but our dedication to providing the world’s best data-driven talent strategies remains the same. We’re going to continue bringing clarity to the labor market, guiding our customers through a complex and changing world and giving them the competitive advantage they demand. Our mission is to unlock new possibilities in the labor market.
