The Role
The Account Executive II drives strategic sales growth in public sector territories by developing sales strategies, managing the sales cycle, and ensuring client satisfaction through upselling and consultative selling.
Summary Generated by Built In
The Account Executive II is responsible for driving strategic growth across a defined territory of public-sector prospects and customers. This role leads the planning, development, and execution of sales strategies that expand adoption of Lightcast solutions within government agencies and public organizations. They are committed to delivering an exceptional, value-driven experience at every touchpoint—building trust, uncovering needs, and positioning Lightcast data as a critical tool for workforce and economic decision-making. Working closely with Customer Success and internal partners, the Account Executive II identifies opportunities to upsell and cross-sell, ensuring customers receive best-in-class impact and long-term value.
- Execute Strategic Sales Plans: Develop and deliver outcome-based sales strategies through effective territory planning, customer segmentation, competitive analysis, and product positioning to achieve revenue targets.
- Manage the Full Sales Cycle: Lead all stages of the sales process—from prospecting and qualification to proposal, negotiation, and close—while maintaining accurate notes and using approved tools and CRM platforms.
- Drive Pipeline & Forecasting Accuracy: Maintain disciplined pipeline management with consistent 3x coverage, ensuring accurate forecasting and timely progression of opportunities.
- Achieve Sales & Growth Targets: Meet or exceed performance goals by identifying, developing, and closing new business, and partnering with internal teams to support upsell and cross-sell opportunities.
- Practice Consultative Selling: Build strong relationships with prospects and customers by understanding their challenges and goals, and positioning Lightcast solutions to deliver measurable value.
- Maintain High Sales Activity & Professionalism: Balance multiple priorities, sustain high outreach activity, and uphold a collaborative, energetic, and results-driven sales culture.
- Leverage Sales Tools & Technology: Use CRM systems (e.g., Salesforce, Apollo) and business productivity tools to manage accounts, track activity, and support effective decision-making.
Education and Experience:
- 5+ Years of experience
- Bachelor’s degree preferred. Experience working with or selling to public-sector organizations may substitute for formal education.
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
Apollo
Crm Systems
Salesforce
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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.
