Account Executive II

Summary

Join Lightcast as an Account Executive II and contribute to the company's growth within the public sector. Develop and execute sales strategies targeting prospective and existing customers. Collaborate with Customer Success to identify upsell and cross-sell opportunities. Manage the full sales cycle, from prospecting to closing deals. Meet or exceed sales targets and maintain a strong sales pipeline. The ideal candidate is energetic, self-motivated, and passionate about engaging with clients to understand their challenges and provide solutions.

Requirements

• 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
• 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
• 5+ Years of experience
• Education as applicable

Responsibilities

• 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
• 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
• 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
• 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