Job description
The primary responsibility of this role is to lead a sales team by co-developing a strategic approach with the Account Executive to generate opportunities and successfully close sales. The Director of Sales will implement KPIs for the sales team and coach reps in the planning, developing, and executing sales objectives for a defined set of accounts. The role also includes helping reps blueprint organizations, open doors through network connections, and assisting in building strategies to maximize customer value and ensure Lightcast can provide long-term value to organizations.
Major Responsibilities:
- Team leadership: Motivate a team of professionals to set and achieve goals by focusing on value creation and accountability to agreed upon standards.
- Sales Achievement Plan: Develop and execute outcomes-based strategic sales plan via competitive analysis, customer segmentation, product utilization, market and account penetration plans, and thoughtful product positioning. Responsible for collaborating with the Head of Business Unit (SVP) to establish annual sales goals and take necessary action to achieve sales targets. Rigorous sales qualification and pipeline management. Implement repeatable processes and best practices that improve the ability and efficiency to sell, upsell, or cross-sell to existing customer accounts.
- 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: Forecast accurately; manage and successfully drive opportunities to closure. Continually focus on sustaining a 3x pipeline.
- Upselling/ Cross Selling: Include an appropriate mix of upselling existing customers into a product suite or cross-selling related or complementary products, subscriptions, and services.
Experience & Education:
- Education: Bachelor’s degree
- Sales Expertise: 6+ years of successful software or technology sales experience, preferably selling to the enterprise sector / large enterprise accounts (10k+ employees). Strong sales technical ability should be demonstrated.
- Customer Focus: Ability to demonstrate building credibility, fostering lasting relationships, and seizing opportunities.
- Sales Strategy: Demonstrate mastery of disciplined sales techniques to drive revenue and customer value.
- Financial & Analytical Skills: Strong planning, financial, and analytical abilities to navigate complex business situations.
- Communication: Excellent interpersonal, written, and verbal skills for engaging stakeholders.
- Technology Proficiency: Skilled in Salesforce, HubSpot, Google Suite, and business tools.
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.
