The Role
Responsible for driving strategic sales initiatives across Enterprise accounts in EMEA and APAC, focusing on consultative selling, pipeline management, and team collaboration.
Summary Generated by Built In
As an individual contributor, the Sales Director (UK) is responsible for driving the planning, development, and execution of strategic sales initiatives across Enterprise accounts in EMEA and APAC. This role owns a book of business while serving as a thought leader, coaching peers and contributing to overall team success. Focus is on consultative, data-driven selling that delivers customer value, while identifying opportunities to upsell and cross-sell in partnership with Customer Service.
Major Responsibilities:
- Sales Strategy, Execution & Performance: Develop and execute strategic sales plans including competitive analysis, customer segmentation, account penetration, and product positioning. Meet or exceed revenue, market share, and performance targets by identifying, qualifying, and closing opportunities. Negotiate contracts and partner with internal stakeholders to ensure successful deal execution.
- Full Sales Cycle Ownership: Manage the full sales cycle from prospecting through close, including pipeline generation, qualification, nurturing, presenting solutions, handling objections, and closing deals. Maintain accurate activity tracking, notes, and use of company tools to support sales enablement and client experience.
- Pipeline Management & Forecasting: Own pipeline health and forecasting with a clear understanding of all opportunities. Maintain a consistent 3x pipeline and drive deals forward with strong visibility and accountability.
- Thought Leadership & Team Contribution: Act as a thought leader by coaching peers on sales strategies, techniques, and best practices. Contribute to overall team success and revenue attainment through collaboration and knowledge sharing.
Education and Experience:
- 5+ years of experience selling into large, multinational Enterprise accounts
- Proven success owning the full sales cycle, from prospecting and pipeline generation through negotiation and close
- Experience developing and executing strategic sales plans (segmentation, account penetration, product positioning)
- Strong pipeline management and forecasting with consistent achievement of revenue targets
- Experience with consultative, solution-based selling across multiple products/platforms
- Experience selling to or working with Enterprise HR/People teams (workforce transformation, future of work) preferred
- Proficiency with CRM tools (e.g., Salesforce, SalesLoft) and standard business tools
- Strong communication skills with the ability to influence a range of stakeholders
- Self-motivated, results-driven, and effective in a fast-paced, collaborative environment
- Experience coaching or contributing to team success is a plus
Lightcast is a global leader in labor market insights with our headquarters located in Moscow, ID (US) and other 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 does not discriminate on the basis of federally protected statuses. Lightcast has always been, and always will be, committed to 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.
Skills Required
- 5+ years of experience selling into large, multinational Enterprise accounts
- Proven success owning the full sales cycle, from prospecting and pipeline generation through negotiation and close
- Experience developing and executing strategic sales plans
- Strong pipeline management and forecasting with consistent achievement of revenue targets
- Experience with consultative, solution-based selling
- Proficiency with CRM tools (e.g., Salesforce, SalesLoft)
- Strong communication skills with the ability to influence stakeholders
- Self-motivated, results-driven
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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.
