The Senior Account Executive is responsible for generating opportunities and successfully closing sales in the federal government sector, helping federal agencies and organizations that support the federal government effectively deploy Lightcast data and solutions. With 3+ years of sales experience, ideally in the public or nonprofit sectors, they excel in relationship building, networking, and sales presentations. They are skilled in account planning, consultative selling, and territory management.
Highly energetic and self-motivated, they engage clients to identify challenges and provide solutions, thriving in competitive, results-driven environments. A continuous learner, they balance independent work with collaboration and partner with Customer Service to drive upsell and cross-sell opportunities.
Major Responsibilities:
- Sales Achievement Plan: Develop and implement strategic, outcome-driven sales practices through competitive analysis, customer segmentation, market penetration, and thoughtful product positioning. Collaborate with sales leadership to take necessary actions to meet or exceed sales targets. Maintain rigorous sales qualification and pipeline management.
- Sales Performance: Consistently meet or exceed sales volume, market share, and financial objectives. Identify and close sales opportunities while negotiating contracts with support from legal and other internal stakeholders for smooth deal execution.
- Sales Cycle Management: Efficiently manage the entire sales cycle, from prospecting and qualification to presenting offers, addressing objections, and closing deals. Ensure detailed documentation and use of approved tools for sales enablement and excellent client service.
- Sales Forecast and Pipeline Management: Accurately forecast and manage opportunities while driving them toward closure. Maintain a robust 3x pipeline to ensure sustained sales momentum.
Education and Experience:
- 3+ years of sales or sales-related experience, ideally in the public sector, nonprofit or social impact sectors, or the workforce development, higher education, or economic development sectors.
- Strong communication and interpersonal skills with proven success in relationship building, consultative selling, and sales presentations.
- Proficient in CRM systems (e.g., Salesforce), sales technology (e.g., Apollo, Salesloft), business technology tools (Google Suite, Microsoft Office, project management), and adept at sales territory management, account planning, consultative selling, and account growth.
- Highly energetic and self-driven, with a focus on achieving winning results.
- Deeply passionate about engaging with diverse prospects and clients to understand their challenges and provide solutions.
- Skilled at maintaining high activity levels, managing competing priorities, and excelling in a competitive, results-oriented environment.
- A continuous learner committed to personal growth and helping others create and sustain mutually beneficial client-company outcomes.
- Capable of working independently with minimal supervision while remaining open to coaching and development.
- Thrives in a dynamic, collaborative, and fun sales culture.
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.#LI-ER1Apply for this job
