Senior Commercial Account Executive

Pluralsight

1d•Hybrid

About The Position

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. Pluralsight provides the only learning platform dedicated to accelerating the technology skills and capabilities of today’s tech workforce. Thousands of companies, government organizations and individuals around the world rely on Pluralsight to support critical technology skill development in areas that are crucial to innovation including artificial intelligence, cloud computing, cybersecurity, software development, and machine learning. Pluralsight provides highly curated content developed by vetted technology experts, industry leading skill assessments, and hands on, immersive learning experiences designed to help individuals skill-up faster. Pluralsight provides the only learning platform dedicated to accelerating the technology skills and capabilities of today’s tech workforce. Thousands of companies, government organizations, and individuals around the world rely on our platform to support critical technology skill development in areas that are crucial to innovation, including artificial intelligence, cloud computing, cybersecurity, software development, and machine learning. We offer highly curated content developed by vetted technology experts, industry leading skill assessments, and hands-on, immersive learning experiences designed to help individuals skill-up faster.

Requirements

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 accounts
Sold 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

Responsibilities

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.