Account Executive II - Public Sector

The Account Executive II will be responsible for planning, developing, and executing sales strategies targeting both prospective and existing customers, with a strong focus on the public sector. This role plays a vital part in driving growth within state and local agencies by delivering tailored solutions and value at every touchpoint. In addition to scoping out new sales opportunities, the AE II will collaborate closely with Customer Success to identify upsell and cross-sell opportunities, ensuring a best-in-class customer experience while expanding our footprint in the 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.

Successful Candidate:

• Energetic, self-motivated, and maintains focus on winning outcomes
• Super passionate about engaging all kinds of prospects/clients regularly to find out what they are challenged by and how we can help them.
• Ability to maintain a high level of activity, manage multiple competing priorities, and work effectively in a competitive, results-driven culture
• Experience managing complex sales cycles and selling multiple products and services across a variety of opportunities
• Continuous learner who wants to develop and work with others to be the best at creating and sustaining win-win prospect/client-company outcomes
• Able to work independently without constant supervision, yet also willing to learn and be coached
• Thrives in a sophisticated, highly collaborative professional and fun sales culture

Skills and Abilities:

• Sales Territory Management
• Consultative Selling
• Account Planning & Growth
• Full Sales Process Execution
• Proven success with cold calling, emailing, appointment setting, customer research, social selling, sales presentations, and Lightcast product offerings
• Excellent communication skills, both verbal and written
• Strong interpersonal skills to build rapport with colleagues and customers
• Advanced CRM experience, including Salesforce and Apollo
• Ability to sell multiple products across various platforms
• Strong consulting and solution selling abilities
• Proficient in business technology tools such as Google Suite, Microsoft Office Suite, and platforms for project management, timekeeping, travel, and expense reporting

Education and Experience:

• 5+ Years of experience
• Education as applicable

Lightcast is a global leader in labor market insights with headquarters in Moscow (ID) with 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, 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 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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