Meet Lucas, Senior Account Executive at Mappedin, who has spent about five years mastering the art of sales in a competitive indoor mapping market. With expertise in prospecting, relationship building, and understanding the unique operational demands of major venues, he has developed into a sales professional. Lucas has become a trusted partner for many major sporting facilities by helping venue managers transform the fan experience through indoor mapping and wayfinding solutions.
Here’s a day in the life of Lucas as he shares what he focuses on day-to-day, working closely with prospective customers and existing ones.
How would you best describe your role?
My role is engaging in meaningful conversations to truly understand people’s needs, identifying the best ways we can support them, and ensuring clear communication between teams. I work closely with internal stakeholders to align priorities, remove roadblocks, and make sure we deliver on and ideally exceed the commitments we’ve made.
What does your typical workday look like?
Morning: My mornings start with a coffee in hand as I check emails, review open deals, and identify the next steps needed to keep them progressing. I then prepare for upcoming meetings, follow up on outstanding action items, and address any questions related to our products.
I like to ensure both internal teams and clients have the information they need to move forward confidently. It’s all about keeping the momentum going from the first sip to the last meeting prep.
Afternoon: No two days are the same. I stay on top of shifting priorities by providing updates throughout the day, checking in on ongoing projects, and ensuring progress stays on track. Once a deal is signed, I run pulse checks to confirm everything is moving smoothly and address any issues before they become roadblocks. Between answering emails, coordinating with teams, and keeping communication flowing, my focus is on keeping the momentum alive so no one is left waiting and every next step is clear.
My go-to lunch is: All about keeping it simple, often it’s leftovers or whatever’s in the fridge for a quick, no-fuss meal. On days when there’s a bit more time, I’ll fire up the BBQ over lunch, with steak being a favorite and burgers making a regular appearance. It’s a mix of convenience and the occasional mid-day treat.
What priorities do you focus on daily?
My main priority is keeping deals moving, especially those nearing the end of the pipeline, while also progressing early-stage accounts into qualified, high-potential opportunities. I focus on consistent client meetings, tight internal coordination, and proactive prospecting which includes LinkedIn outreach.
To maintain momentum, I regularly check in with prospects by sending timely follow-up emails, and work closely with internal teams to address feedback and address product related questions.
How much of your time is spent on prospecting versus client meetings versus follow-up?
My time is roughly split 40/60 between messaging prospective accounts to generate new opportunities or secure first meetings, and then running those meetings and following up. Follow-ups often involve connecting with other team members to gather information I couldn’t provide during the meeting itself. Internally, this might mean speaking with the SDK team to understand their current initiatives and identify strong examples to showcase, or collaborating with the delivery and implementation teams to confirm timelines, milestones, and goals. Prospecting is a constant thread throughout my work, including targeted LinkedIn outreach, personalized emails, and other channels to engage the right prospects and keep the pipeline healthy.
How do you usually prepare for client calls or demos?
For client calls, I research each prospect and the individuals I’ll be meeting with to understand their goals, challenges, and how Mappedin can provide value. This allows me to tailor the conversation, ask the right questions about what they’re looking for, and connect their needs to our solutions.
Having solid background information on the client not only makes the discussion more relevant and impactful, but also demonstrates that I understand their business and priorities far beyond what a standardized deck alone could achieve.
What’s the most challenging part of your day-to-day work?
The most challenging part is when clients are unresponsive, especially when there’s no clear reason for a sudden pause after a meeting or a commitment to move forward. Long deal cycles and unexpected unresponsiveness are frustrating, but I handle these situations with patience, empathy, and transparency.
I make it a priority to clearly communicate what can and cannot be delivered to avoid surprises, while also educating clients about mapping and helping them understand their options. My goal is always to stay understanding of the client’s perspective, keep the buying process smooth, and maintain open and honest communication throughout.
How do you keep momentum when deals take a long time to close?
When clients are moving slowly, I try to look at it from their perspective and understand why the deal cycle is taking longer. Often, delays come from factors outside my control, like someone from another department holding up the process.
I make it a point to check in regularly, offer support, and engage with the people I need to help keep things moving. At the same time, I recognize that clients need to follow their own processes, so I approach these situations with empathy and patience, knowing that I can’t control every change.
What habits have you developed that make you effective in this role?
I focus on being patient and understanding with clients, while also maintaining transparency. If there’s something we can’t do, I make it clear upfront rather than letting expectations build. I work to figure out what’s reasonable and what isn’t, aiming to minimize surprises and keep the client experience as smooth and predictable as possible.
What advice would you give to someone who wants to excel as a Senior Account Executive at Mappedin?
The best advice would be to focus on being patient and understanding and recognizing that mapping is not something most clients are familiar with. Very few clients fully understand how mapping works or where we fit in, so I make it a priority to help them see how we can add value and make the process easier to understand. I work to get a clear sense of what’s possible for them with our solutions, positioning Mappedin as a piece of their larger puzzle and helping them see how we fit into their overall goals.
Lucas’ day showcases his expertise and knowledge for making Mappedin an integral part of the venue experience. Stay tuned for more stories highlighting our talented team.
Interested in joining our team? Explore our open roles.
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