Account Executive II - 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