Account Executive II - Public Sector

As an Account Executive II at Lightcast, you will be responsible for planning, developing, and executing strategic sales efforts aimed specifically at the public sector. This includes managing the full sales cycle—from prospecting and ticketing to closing deals—while also ensuring excellent customer care and identifying upselling opportunities in collaboration with our Customer Success team.

To be considered for the Account Executive II role at Lightcast, candidates should have at least 5 years of experience in sales, a proven track record in consultative selling, and excellent communication skills. Familiarity with advanced CRM tools like Salesforce and experience in managing complex sales cycles across multiple products will also be vital.

At Lightcast, the sales performance of an Account Executive II is measured by meeting or exceeding targets related to sales volume, market share, and other financial performance indicators. You'll be expected to maintain a healthy sales pipeline and can achieve a 3x pipeline ratio, ensuring you have a robust flow of opportunities to work with.

As an Account Executive II at Lightcast, you can expect a supportive and dynamic work culture that emphasizes collaboration and teamwork. We pride ourselves on being an equal opportunity workplace and encourage our employees to bring their full selves to work, creating a diverse and inclusive environment where innovation and professional growth can thrive.

The application process for the Account Executive II position at Lightcast typically involves submitting your resume and cover letter, followed by a series of interviews where we assess your fit for the role and team. We’re looking for candidates who share our values and are excited about making a difference in the public sector.

Certainly! As an Account Executive II, consultative selling involves understanding customer needs deeply and suggesting solutions that meet their unique challenges. You should prepare specific examples demonstrating how you've engaged with clients to identify their pain points and how your solutions benefited them.

Handling objections is all about listening and addressing concerns respectfully. You should share techniques for acknowledging clients' concerns, empathizing, and providing tailored solutions based on past successes. Offer a compelling case for how our service addresses their specific issue.

Effective pipeline management starts with regularly updating your CRM tool and segmenting your leads based on their readiness to buy. Discuss how you prioritize leads, follow up strategically, and measure your progress, ensuring you meet the 3x pipeline ratio that Lightcast seeks.

For this question, outline a past sales campaign where you achieved impressive results. Focus on your role, the strategies you adopted, how you engaged clients, and what made that campaign stand out. Highlight concrete numbers or outcomes that showcase your success.

Preparing for a client meeting starts with thorough research, understanding their business, and identifying pain points. Discuss your approach to gathering insights from multiple sources, including CRM data, industry news, and competitive analysis, enabling you to tailor your approach effectively.

When answering this question, mention your admiration for Lightcast's commitment to delivering value within the public sector and mention how your sales philosophy aligns with the company culture. Illustrate your passion for helping organizations thrive and how you can contribute to achieving Lightcast's objectives.

Share specific motivators, whether it's achieving targets, helping clients solve real problems, or the thrill of closing deals. Discuss how your motivation aligns with your past successes and can drive you in the Account Executive II role at Lightcast.

Express your experience with Salesforce and other CRM tools, emphasizing how you leverage them for managing leads, tracking sales activities, and forecasting. Be prepared to share specific functionalities that have helped you stay organized and efficient in your sales role.

Staying informed about industry trends is vital. Describe how you utilize resources like industry reports, webinars, and networking events. Mention any particular publications or thought leaders you follow that keep you knowledgeable about developments relevant to the public sector.

Discuss challenges like managing long sales cycles or balancing multiple priorities. Identify a strategy you've implemented to navigate these challenges, demonstrating your problem-solving skills, resilience, and ability to adapt in a fast-paced sales environment.