Emsi Burning Glass
Account Executive
The Role
The Account Executive’s primary responsibility is to generate opportunities and successfully close sales. Responsible for overseeing the planning, development, and execution of sales objectives to a defined set of accounts, with a primary focus on establishing Lightcast’s work with Indian universities . They will play a vital role in our company’s obsession with giving customers the unexpected and adding value at every interaction. They will cultivate customer loyalty, maintain customer relationships, renew, upsell, and cross sell as appropriate for best-in-class customer value.
Major Responsibilities:
- 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 disciplined approach, successfully manage the full sales cycle for each opportunity from prospecting, qualifying, and nurturing the opportunity to presenting 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 Pipeline Management: Demonstrating they always understand prospects and opportunities, must be able to forecast with accuracy, successfully drive opportunities to closure while continually sustaining a pipeline.
Education & Experience:
- 5+ years of relevant professional experience and/or education
- Proven success in sales, territory management, and account growth
- Passionate about engaging with prospects and clients to understand challenges and offer solutions
- Skilled in consultative selling and executing the full sales process
- Strong ability to manage high activity levels and competing priorities
- Self-motivated, results-driven, and thrives in a competitive environment
- Quick learner who embraces coaching and continuous improvement
- Comfortable working independently and in highly collaborative teams
- Excellent verbal and written communication skills (fluent in English)
- Strong interpersonal skills to build rapport with clients and colleagues
- Proficient in cold calling, emailing, appointment setting, and social selling
- Experienced with Salesforce, SalesLoft, and other CRM tools
- Proficient in Microsoft Word, Excel, and PowerPoint
- Experience working with or selling into universities preferred
Lightcast is a global leader in labour market insights with headquarters in Moscow (ID) and Boston (MA) and 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, colour, 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 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.
