Senior Commercial Account Executive, Pluralsight
$173-220k
OTE
More information about location
Technology workforce development company
Posted today
Technology workforce development company
1001+ employees
Posted today
$173-220k
OTE
More information about location
1001+ employees
Company mission
To inspire and empower the tech workforce to achieve their goals.
Role
Who you are
- You have extreme ownership of your business
- You are competitive with yourself, yet collaborative with other team members up, down, and across the business
- You are autonomous - you like to understand the guidelines for success, partner with the business to get what you need, and then work entrepreneurially to get it done
- You are a consultative seller who is seen as a trusted advisor
- Self motivated, goal and detail oriented, persistent and dependable
- Strong verbal and written communicator, especially at the executive level
- You are hungry for feedback and coaching
- Sold enterprise software solutions to IT, Learning, and Engineering, and tech leader decision makers within the Engineering Org
- Sold for products in the growth stage
- 5+ years B2B SaaS experience with Enterprise/Fortune accountsSold SaaS into a C-Suite and with customers through all phases of the life cycle
- Track record of exceeding quota
- Building your large network/connections of IT leaders in Large Enterprise businesses
- Experienced in negotiating multi-year recurring revenue contracts, and sales cycles with varying durations
- Solution sales experience in identifying market size and focus
- Developing sales pipelines, accurately forecasting penetrating new accounts, driving the sales process within a relationship selling environment
- Sales cycle expertise - sales process planning, forecasting, prospecting, communication, negotiation, presentation
- Background in business development and heavy prospecting with the ability to create new opportunities in ways where others have not
- Strong presentation/public speaking skills
What the job involves
- The Senior Account Executive is responsible for growth in existing and whitespace accounts within an assigned territory and ensuring all key metrics are delivered
- This is a customer facing position requiring executive-level selling skills
- The Senior AE will work closely with Sales Development, Marketing, Professional Services, and Customer Success departments to proactively develop and execute a territory plan - including all inbound and outbound selling efforts, develop executive relationships, and accelerate strategic sales motions
- The Senior AE will engage with accounts via email, telephone, face to face, and other online mediums
- The Senior AE will provide direction and recommendations to the extended territory team and leadership to increase efficiencies, structure, and strategy of the region, ensuring individual and team success
- Meet and exceed sales quotas - Close customer contracts ranging in size up to $500K+, build and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities. Understand quote to cash process (Quote, PO, Invoice, Payment). Travel up to 25%
- Own your business: Increase sales, develop leads, and close opportunities - Develop territory strategy plan and specific account plans, expand install base, create and execute demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight. Use proven negotiation skills to close all assigned opportunities with the ability to upsell additional revenue opportunities. Deliver compelling presentations to senior executives and decision makers
- Establish yourself as a trusted advisor through being assertive, present, and relevant - Build relationships with customers through all phases of the life cycle, identify and care for customer needs, maintain accuracy in Salesforce, develop process for a meaningful customer experience, prospecting, developing, managing, and executing a territory plan to support lead generation, full sales cycle management
- Leverage internal and external tools to maximize customer information - Maximize success with world class SaaS toolkit (access to Salesforce, Outreach, Sales Navigator, Discover.org, CPQ), provide feedback on pre-sales issues and competitive trends, use sales tools to identify and profile, quote, invoice, and collect revenue from customers, curate customer testimonials. Plus, organize your daily execution while balancing multiple priorities simultaneously
Our take
Pluralsight is dedicated to closing the global tech skills gap, a mission that has become increasingly urgent as industries worldwide face a growing shortage of IT talent. This high demand for upskilling makes Pluralsight's online training services more relevant than ever.
Founded in 2004, Pluralsight has matured into a prominent player in the online upskilling industry. The company has seen significant growth in recent years, capitalising on the surge in demand before many competing startups emerged. Despite facing competition from major players like Grow with Google and Udemy, Pluralsight has maintained its strong position.
Though Vista Equity Partners' 2021 acquisition has brought some challenges, Pluralsight, once a unicorn startup now a public company, continues to thrive. With numerous partnerships with NGOs, educational institutions, and corporations, Pluralsight remains a key player in tackling the tech skills shortage.
Freddie
Company Specialist at Welcome to the Jungle
Insights
-11% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Dec 2016
$30m
SERIES C
Aug 2014
$135m
SERIES B
Total funding: $195m
Company benefits
- Unlimited PTO
- Summer Fridays
- Holidays
- Parental Leave
- Medical, Dental and Vision
Company HQ
Draper, UT
Leadership
Aaron Skonnard
(Co-Founder & CEO)Worked as a DevelopMentor Author, and was President of Skonnard Consulting. In 2004, left a Neumont University Associate Professorship to co-found Pluralsight.
Fritz Onion
(Co-Founder & Content Advisor)Started as an Oracle Software Engineer after a degree at Harvard, and then spent 10 years as a DevelopMentor Instructor. Subsequently co-founded Pluralsight in April 2004, serving as Content Advisor.
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