The Role
The Account Executive drives new business in higher education, manages the sales cycle, cultivates client relationships, and exceeds sales targets.
Summary Generated by Built In
The Account Executive is a true sales hunter, responsible for driving new business and generating opportunities within the higher education sector. This role oversees the planning, development, and execution of sales strategies for a defined portfolio of accounts, with a primary focus on building pipeline and closing net-new deals. As part of Lightcast’s mission to deliver best-in-class workforce analytics, the Account Executive engages institutions with a consultative, data-driven approach to uncover challenges and deliver unexpected value. They cultivate long-term partnerships while consistently meeting and exceeding sales goals, ensuring colleges and universities can align academic programs with labor market demand.
Major Responsibilities
- Consistently meet or exceed sales targets for revenue, market share, and other key performance objectives.
- Identify, pursue, and close sales opportunities by effectively managing the full sales cycle—from prospecting and qualifying, to presenting solutions, negotiating, and closing deals.
- Maintain a disciplined and consultative approach to selling, engaging prospects and clients to understand their challenges and demonstrate how Lightcast solutions create value.
- Manage a defined sales territory and pipeline with accuracy, leveraging CRM tools (e.g., Salesforce, SalesLoft) to forecast, document activities, and ensure visibility across opportunities.
- Cultivate and grow customer relationships through renewals, upselling, and cross-selling, ensuring long-term client success and loyalty.
- Collaborate with internal stakeholders—including legal, product, and customer success teams—to execute deals, deliver exceptional client experiences, and achieve shared outcomes.
- Demonstrate strong communication and interpersonal skills in presentations, calls, and meetings, representing Lightcast as a trusted partner in higher education workforce analytics.
- Stay organized and adaptable while managing multiple priorities in a fast-paced, competitive, and collaborative sales culture.
- Continuously develop sales skills, product knowledge, and market expertise to deliver best-in-class customer value and contribute to team growth.
Education and Experience
- Bachelor’s degree or equivalent combination of education and experience.
- 2+ years of B2B sales experience, preferably in higher education or ed tech.
- Demonstrated success in prospecting, pipeline development, and closing new business.
- Proficiency with CRM tools (e.g., Salesforce, SalesLoft) and Microsoft Office Suite.
Lightcast is a global leader in labor market insights with offices in Moscow, ID (US), the United Kingdom, Europe, and India. We work with partners across six continents to help drive economic prosperity and mobility by providing the insights needed to build and develop our people, our institutions and companies, and our communities.
Lightcast is proud to be an equal opportunity workplace. We consider all qualified applicants without regard to race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Lightcast has always been, and always will be, committed to our diversity of thought and unique perspectives. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.
Top Skills
Crm Tools
Microsoft Office Suite
Salesforce
Salesloft
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The Company
What We Do
Emsi Burning Glass is a labor market analytics firm, using data to drive economic prosperity.
We collect and integrate complex labor market data and build user-friendly tools to help you understand employment, economic trends, and training needs for your region.
We believe that a skilled, well-prepared workforce drives economic prosperity.
We work with clients in higher education, workforce development, economic development, site selection, and talent acquisition.
