Senior Director of Business Development

Summary

Join Lightcast as a Senior Director and generate opportunities, closing commercial partnerships in Education and Government sectors. Build relationships with for-profit companies to deploy Lightcast data and solutions. With 5+ years of business development experience (ideally in Education or Workforce Development), you will excel in relationship building, networking, and sales presentations. You will be skilled in consultative selling, thought leadership, and building revenue-producing partnerships. The role involves developing and implementing strategic sales practices, meeting sales targets, managing the sales cycle, and forecasting sales pipeline. Lightcast offers a dynamic and collaborative work environment.

Requirements

• 5+ years of sales or sales-related experience, ideally in edtech, govtech, higher education, or the workforce development 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 work independently with minimal supervision while remaining open to coaching and development
• Thrives in a dynamic, collaborative, and fun sales culture

Responsibilities

• 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
• 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
• 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 services
• Accurately forecast and manage opportunities while driving them toward closure
• Maintain a robust 3x pipeline to ensure sustained sales momentum