Director of Sales

Job Description

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 enhance the ability and efficiency of selling, upselling, or cross-selling to existing customer accounts.
• Sales Performance : Meet or exceed assigned targets for sales volume, market share, and other key financial performance objectives. Identify and assist sales reps in closing sales opportunities, negotiating 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 assist sales representatives in managing 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 : Weekly 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

Lightcast is a global leader in labor market insights with offices in Moscow, ID (US), 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. We consider all qualified applicants without regard to 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 our diversity of thought and unique perspectives. 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.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.