The Account Executive is responsible for driving new business within the higher education sector. This role focuses on building a pipeline, managing a full sales cycle, and closing net-new deals through a consultative, data-driven approach. You will partner with institutions to understand their challenges and deliver solutions that align academic programs with workforce demand.
Major Responsibilities:
Meet or exceed sales targets for revenue and pipeline growth
Own the full sales cycle: prospecting, qualifying, presenting, negotiating, and closing
Build and manage a strong pipeline within a defined territory
Maintain accurate forecasting and activity tracking in CRM tools (Salesforce, SalesLoft)
Engage prospects with a consultative approach to identify needs and deliver value
Grow relationships through renewals, upsells, and cross-sells opportunities
Partner cross-functionally (legal, product, customer success) to close deals and support clients
Represent Lightcast professionally in client-facing interactions
Education and Experience:
Bachelor’s degree or equivalent experience
3–5 years of experience selling SaaS or DaaS solutions in an enterprise environment
Experience with solution-based, multi-product sales
Consultative sales experience preferred