VP of Sales, Public Sector - 1105

Lightcast; Moscow (ID); On-site; USD 180,000 - 260,000; Full time

Job summary

Lightcast is seeking an accomplished sales leader to drive revenue growth across software products. You will develop strategic sales plans, manage the full sales cycle, and negotiate deals while ensuring accurate forecasting and a healthy 3x pipeline.

Ideal candidates bring 8+ years in software/tech sales, strong consultative skills, and proficiency with Salesforce and HubSpot. Excellent communication and stakeholder management are essential.

Qualifications

• Bachelor’s degree and 8+ years in software/tech sales or equivalent experience.
• Ability to develop and execute strategic sales plans with financial acumen.
• Strong consultative and solution-selling capability delivering customer value.
• Experience selling multiple products across platforms.
• Excellent communication; discreet with confidential info and stakeholders.
• Proven sales strategist able to apply financial insight to high-stakes deals.
• Proficiency with Salesforce and HubSpot; fluent in business tech tools.

Responsibilities

• Sales Achievement Plan: develop and execute strategic, outcome-driven sales plans.
• Sales Performance: meet/exceed targets; lead contract negotiations.
• Sales Cycle Management: own prospecting to close with accurate records.
• Sales Forecast and Pipeline: maintain 3x pipeline with accurate forecasts.
• Upsell / Cross Sell: identify opportunities to maximize customer value.

Skills

Consulting skills

Solution selling

Interpersonal skills

Strategic selling

Analytical mindset

Education

Bachelor’s degree

Tools

Salesforce

HubSpot

Google Suite

Microsoft Office

Job description

Major Responsibilities:

• Sales Achievement Plan: Develop and execute strategic, outcome-driven sales plans through market analysis, customer segmentation, and product positioning. Partner with the EVP to set annual sales targets and take action to meet or exceed goals. Establish scalable processes for selling, upselling, and cross-selling.

• Sales Performance: Consistently meet or exceed sales, market share, and revenue targets. Identify and close deals, leading contract negotiations with internal support as needed.

• Sales Cycle Management: Own the full sales cycle—from prospecting and qualification to proposal and close—while maintaining accurate records and using approved sales tools for enablement and client care.

• Sales Forecast and Pipeline Management: Forecast with accuracy and maintain a 3x pipeline. Actively manage and advance opportunities to closure.

• Upselling / Cross Selling: Maximize customer value by identifying opportunities to upsell and cross-sell products, services, and subscriptions at every stage of the relationship.

Education And Experience:

• Bachelor’s degree and 8+ years of successful sales experience in software or technology; or equivalent education and experience, ideally leading teams.

• Proven ability to develop and execute strategic sales plans with strong financial and analytical acumen.

• Strong consulting and solution selling skills with a focus on delivering customer value and profitability.

• Ability to sell multiple products across various platforms.

• Excellent interpersonal and communication skills, with discretion handling confidential information and engaging diverse stakeholders.

• Disciplined sales strategist with the ability to apply financial insight to complex, high-stakes opportunities.

• Proficient in sales tools and methodologies, including Salesforce and HubSpot.

• Fluent with business technology tools (Google Suite, Microsoft Office, project management, expense reporting, etc.).

• Energetic, self-motivated, and persistent throughout the full sales cycle.

• Collaborative and customer-centric, builds lasting relationships while maintaining focus and seizing opportunities.