Important information before applying:
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 II is responsible for planning and executing sales strategies for prospects and existing customers. This role focuses on achieving sales objectives, expanding customer relationships, and delivering exceptional value at every interaction. The successful candidate is energetic, self-motivated, consultative, and comfortable managing a competitive, results-driven sales environment.
The role requires 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 Reponsibilities:
Develop and execute strategic sales plans using competitive analysis, customer segmentation, product utilization, market penetration, account planning, and thoughtful 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, nurturing, presentations, objection handling, negotiation, and closing.
Identify opportunities to upsell, cross-sell, and expand 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, with a consistent focus on sustaining a 4x pipeline.
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 a high level of sales activity and client engagement.
Work independently while remaining receptive to coaching, collaboration, and continuous learning.
Build strong, professional relationships with prospects, customers, colleagues, and internal partners.
Education and Experience:
Minimum of 3 years of experience in sales, account management, business development, or a related field.
Education or equivalent experience applicable to the role.
Demonstrated success 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 other advanced CRM or sales enablement tools.
Proficiency with Google Workspace, Microsoft Office, project management, timekeeping, travel, and expense-reporting tools.
Lightcast is a global leader in labor market insights with our headquarters located in Moscow, ID (US) and other offices in 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 and does not discriminate on the basis of federally protected statuses. Lightcast has always been, and always will be, committed to 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.
Skills Required
- Minimum 3 years of experience in sales, account management, business development, or a related field
- Education or equivalent applicable experience
- Demonstrated success 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, project management, timekeeping, travel, and expense-reporting tools
- Authorization to work in the United States without current or future employer sponsorship
- Willingness to work on-site five days per week in Moscow, Idaho, or relocate there
- Familiarity with MEDICC sales methodology
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.
