Job description
The Account Executive II plays a critical role in driving strategic growth by leading the planning, development, and execution of sales initiatives with both prospective clients and existing customers. Focused on delivering unexpected value at every touchpoint, this role champions our commitment to client success through consultative engagement. By partnering with Customer Success and cross-functional teams, the Account Executive II identifies opportunities to upsell and cross-sell, ensuring customers receive best-in-class solutions that align with their evolving talent and workforce needs.
Major Responsibilities:
- Strategic Sales Execution: Develop and execute outcome-based strategic sales practices through competitive analysis, customer segmentation, product utilization, and thoughtful market and account penetration strategies. Establish and align actions with leadership to ensure achievement of sales targets.
- Sales Performance: Meet or exceed assigned sales targets, including volume, market share, and other key performance metrics. Identify and close sales opportunities, and negotiate contracts with support from legal and internal stakeholders.
- Sales Cycle Management: Own the full sales cycle—from prospecting and qualifying through nurturing, presenting solutions, handling objections, and closing. Maintain accurate and thorough documentation using company-approved tools to support both sales enablement and exceptional client care.
- Forecasting and Pipeline Management: Consistently demonstrate deep understanding of sales opportunities and forecast with accuracy. Maintain a pipeline at 3x quota and drive opportunities to close through disciplined, proactive sales engagement.
- Client Engagement & Sales Culture Fit: Engage with prospects and clients to understand their challenges and how solutions can address them. Demonstrate high energy, self-motivation, and the ability to prioritize and manage multiple activities in a fast-paced, results-driven environment. Thrive in a collaborative, professional, and fun sales culture.
- Key Sales Competencies:
- Sales Territory Management
- Account Planning & Growth
- Consultative & Solution Selling
- Mastery of Sales Processes
- Cold Outreach, Social Selling & Presentations
Education and Experience
- Minimum of 3+ years of sales experience, including:
- Proven success with cold calling, appointment setting, social selling, and consultative closing
- Experience managing a sales territory and growing accounts
- Demonstrated use of sales enablement and CRM tools, especially Salesforce and SalesLoft
- Experience selling multiple products across various platforms
- Excellent verbal and written communication skills
- Strong interpersonal skills and ability to develop client rapport
- Proficient with Google Suite, Microsoft Office, and business productivity tools (e.g., project management, timekeeping, travel/expense reporting)
- 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.
