Location: This position is remote; however, Lightcast can only employ individuals who live and work in states where the company is authorized to operate. At this time, we cannot employ individuals residing or working in the following states: Alaska, Arkansas, California, Delaware, Mississippi, Montana, Nebraska, New Mexico, North Dakota, Rhode Island, South Dakota, Vermont, West Virginia, and Wyoming.
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.
Summary:
Major Responsibilities:
- Build trusted customer relationships through proactive, consistent engagement and a strong understanding of each customer’s goals, challenges, and priorities.
- Serve as a strategic advisor by conducting business assessments and recommending solutions aligned with customer needs and desired outcomes.
- Engage stakeholders at multiple levels to identify risks, opportunities, and changing business needs. Customer Outcomes and Value
- Develop and manage customer success plans with clear goals, milestones, responsibilities, and success measures.
- Monitor product adoption, engagement, account health, and progress toward customer outcomes.
- Proactively address risks and barriers to adoption, value realisation, or renewal.
- Demonstrate the impact and ROI of Lightcast products and services through value storytelling, strategic presentations, and business reviews.
- Coordinate onboarding and accelerate customer time-to-value in partnership with internal teams. Renewals and Account Growth
- Own the full renewal lifecycle, including early planning, value confirmation, pricing discussions, negotiation, contract execution, forecasting, and closing.
- Maintain consistent commercial conversations throughout the customer lifecycle.
- Identify and execute cross-sell and upsell opportunities by matching customer needs to the right solutions.
- Navigate price changes, contract terms, budgets, and purchasing processes while balancing customer and company objectives.
- Maintain accurate account plans, renewal forecasts, activity records, and opportunity documentation. Cross-Functional Execution
- Collaborate with Sales, Product, Support, Services, and other internal teams to resolve customer needs and deliver a seamless experience.
- Manage multiple accounts, renewal timelines, commitments, and competing priorities in a fast-paced, results-driven environment.
- Consistently follow through on customer actions, risks, and opportunities.
- Share customer insights and feedback to improve products, services, and the overall customer experience.
- Adapt to changing customer needs, business priorities, products, and processes while continuously building industry and product expertise.
Education and Experience:
2+ years of experience in customer success, account management, consultative sales, or a related customer-facing role.
Experience within a SaaS, DaaS, technology, data, or subscription-based environment.
Experience managing the full customer lifecycle, adoption, account health, renewals, and expansion.
Demonstrated ownership of renewals, including value confirmation, pricing, negotiation, contract execution, and closing.
Experience conducting business assessments, developing customer success plans, and communicating measurable outcomes and ROI.
Strong consultative, relationship-building, presentation, negotiation, and value-storytelling skills.
Ability to uncover customer needs, connect challenges to solutions, and influence stakeholders at multiple levels.
Strong analytical, organisational, and problem-solving skills.
Ability to manage multiple competing priorities and maintain a high level of customer activity.
Proficiency with Google Workspace, Excel, PowerPoint, CRM platforms, and customer success tools.
A continuous learner focused on creating sustainable, mutually beneficial outcomes for customers and the company.
Lightcast provides trusted global labour market data, analytics, and expert guidance that empowers communities, corporations, and learning providers to make informed decisions and navigate the increasingly complex world of work. Headquartered in Moscow, Idaho, and Boston, Massachusetts, Lightcast is active in more than 30 countries and has offices in the United States, the United Kingdom, Canada, Italy, New Zealand, and India.
Lightcast is committed to creating an inclusive workplace where everyone is treated with dignity and respect. We are an equal opportunities employer and welcome applications from all suitably qualified candidates regardless of age, disability, gender reassignment, marriage or civil partnership, pregnancy or maternity, race, religion or belief, sex, or sexual orientation.
We are committed to providing an accessible and inclusive recruitment process. If you require reasonable adjustments at any stage of the application or interview process, please let us know and we will work with you to support your needs.
Skills Required
- 2+ years of experience in customer success, account management, consultative sales, or a related customer-facing role
- Experience in a SaaS, DaaS, technology, data, or subscription-based environment
- Experience managing the full customer lifecycle, adoption, account health, renewals, and expansion
- Experience owning renewals, including value confirmation, pricing, negotiation, contract execution, and closing
- Experience conducting business assessments, developing customer success plans, and communicating measurable outcomes and ROI
- Strong consultative, relationship-building, presentation, negotiation, and value-storytelling skills
- Ability to uncover customer needs, connect challenges to solutions, and influence stakeholders at multiple levels
- Strong analytical, organisational, and problem-solving skills
- Ability to manage multiple competing priorities and maintain a high level of customer activity
- Proficiency with Google Workspace, Excel, PowerPoint, CRM platforms, and customer success tools
- Continuous learning orientation focused on sustainable, mutually beneficial customer and company outcomes
- Authorization to work in the United States without current or future employer sponsorship
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.
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