The Role
The Account Executive II will be responsible for planning, developing, and executing sales strategies targeting both prospective and existing customers, with a strong focus on the public sector. This role plays a vital part in driving growth within state and local agencies by delivering tailored solutions and value at every touchpoint.
In addition to scoping out new sales opportunities, the AE II will collaborate closely with Customer Success to identify upsell and cross-sell opportunities, ensuring a best-in-class customer experience while expanding our footprint in the public sector.
Major Responsibilities:
- Sales Achievement Plan: Develop and execute outcomes based strategic sales practices via competitive analysis, customer segmentation and product utilization, market and prospect/account penetration plans, as well as thoughtful product positioning. Responsible for establishing with their sales leader the necessary action as needed to assure the sales targets are achieved. Rigorous sales qualification and pipeline management.
- Sales Performance: Meet or exceed assigned targets for sales volume, market share and other key financial performance objectives. Identify and close sales opportunities, negotiate contracts with support from legal counsel and other internal stakeholders as appropriate for deal execution.
- Sales Cycle Management: Using a motivated and disciplined approach, successfully manage the full sales cycle for each opportunity from prospecting, qualifying, and nurturing the opportunity to present the offer, handling objections and closing the sale. Expected to maintain excellent notes and use company approved tools to facilitate sales enablement and exceptional client care.
- Sales Forecast and Pipeline Management: Demonstrating they always understand prospects and opportunities, must be able to forecast with accuracy, manage, and successfully drive opportunities to closure. Continually focus on sustaining a 3x pipeline.
Education and Experience:
- 5+ years of sales experience with applicable education
- Skilled in territory management, consultative and solution selling, account growth, and full-cycle sales
- Proven success in cold calling, emailing, appointment setting, social selling, customer research, and sales presentations
- Deep knowledge of Lightcast products and CRM platforms (Salesforce, Apollo)
- Excellent communication and interpersonal skills for building strong client and team relationships
- Proficient in Google Suite, Microsoft Office, and project/time/travel management tools
- Highly motivated, energetic, and focused on results
- Passionate about understanding client challenges and delivering impactful solutions
- Experienced in managing complex sales cycles and selling multiple products across diverse platforms
- Thrives in a competitive, collaborative, and fun sales environment
- Independent, coachable, and committed to continuous learning and improvement
Lightcast is a global leader in labor market insights with headquarters in Moscow (ID) with 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 is committed to equal employment opportunity regardless of 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 diversity, equity and inclusion. 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.
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The Company
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.
