Sr. Federal DOD Account Executive

Pluralsight

2d • Hybrid

About The Position

The Senior Federal Account Executive for the Department of Defense is responsible for driving significant revenue growth and executive level relationships across a defined portfolio of Department of War mission partners, including Army and select Navy, Air Force, and Marine Corps organizations. This role owns a materially expanded territory with elevated growth expectations and operates at the highest level of federal enterprise selling. This position requires the ability to navigate complex, multi-stakeholder defense environments, influence senior civilian and military leaders, and manage large, multi year SaaS agreements. The Federal Account Executive serves as the single threaded owner for revenue outcomes across their assigned DoD scope and is accountable for shaping long term customer strategy, accelerating adoption, and expanding Pluralsight’s footprint across priority defense missions. You'll partner closely with Business Development, Marketing, Professional Services, Customer Success, and executive leadership to design and execute multi year account strategies aligned to Department of Defense priorities, workforce modernization initiatives, and funding realities. Sound like you? We'd love to talk to you! Who you’re committed to being: Customer Education and Value Communication: Guide customers through the adoption cycle by educating them on the value of Pluralsight, co-developing success criteria, and providing tailored recommendations based on their business needs and usage patterns. Strategic Growth: Develop and execute a strategy that aligns with set goals, driving Pluralsight’s growth within existing accounts and generating new business opportunities. You enjoy learning and are open to new ways of doing things. You are not afraid to be yourself, experiment, make mistakes and learn from them, ask questions, or voice your concerns. When communicating you are self-aware, insightful, and proactive. You are a team member first and individual contributor second. You are aware that high-performing teams are only as strong as their weakest link. You believe in continuous improvement and request frequent feedback from others.

Requirements

• SaaS Government Sales Expertise: Demonstrated experience in selling SaaS solutions to government executives (e.g., CIO, CTO, HR) through all phases of the sales cycle, including negotiating multi-year recurring revenue contracts. Working knowledge of how to navigate DCWF/8140 compliance requirements.
• Pipeline and Contract Management: Proven experience managing a sales pipeline and closing Federal and DoD contracts. Proficient in using Salesforce or other CRM tools for managing customer relationships and sales processes.
• Requires a minimum of 12 years of related or equivalent experience; or 8+ years with an advanced degree.
• Consistent track record of selling SaaS solutions to the Federal Government DOD and successfully attaining or exceeding quota.
• Expert on Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling.
• Experience managing a pipeline and closing multi-year SaaS federal DOD contracts.
• Excellent verbal, written and presentation communication skills both with customers and within Pluralsight.
• Strategic negotiation and closing skills with a successful record of navigating stakeholders within large complex organizations and internally.

Responsibilities

• Full Sales Cycle Ownership: Manage the entire sales process from lead generation to closing deals with Federal/DoD customers.
• Relationship Building: Establish and nurture trust-based relationships with senior-level professionals within the customer’s organization.
• Customer Strategy Alignment: Identify and comprehend the Mission Partner’s strategic objectives and the corresponding capability and skills requirements.
• Pipeline Development and Sales Process Management: Build and maintain a robust sales pipeline, accurately forecast, penetrate new accounts, and drive the sales process within a relationship-based selling environment.

Benefits

• We’re a blended workplace, where team members work remotely or in a hybrid setup depending on their role and location
• We’re mission driven and guided by our culture pillars
• We have a strong commitment to diversity and belonging
• We cultivate a culture of trust, autonomy, and collaboration
• We’re lifelong learners and champion team member growth and advancement
• We’ve got you covered - team member benefits include competitive compensation packages, medical coverage, unlimited PTO, wellness reimbursements, Pluralsight subscription, professional development funds and more.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees