Addressing $31 billion market opportunity.
World class net retention at 98%
Exceptional growth rates.
Nimble, agile environment + mission-driven company.
Just like sales leaders have Salesforce, technology leaders have Pluralsight. We are democratizing technology skills & as every company becomes a tech company, we are central to their future competitive advantage & ability to thrive in the digital age.
As we expand our offering & geographical impact, we are building our team of strategic sellers. We're hiring SaaS software solution sellers who will sell Digital Transformation Solutions to the CIO/CTO. We are a unique, must-have solution in a space with low saturation. And we have world-class enablement to support our entrepreneurial AEs. You can count on resources & processes that support the sales (versus getting in your way) & comp packages that recognize performance with company equity, obtainable OTEs, uncapped commission, & realistic quotas.
The Academic Account Executive is responsible for revenue growth in existing accounts & customer relationships within an assigned territory & ensuring all key metrics are delivered. This is a customer facing position requiring executive-level selling skills. The Academic Account Executive will work closely with Sales Development, Marketing, Professional Services, & Customer Success departments to proactively develop & execute a territory plan - including all inbound & outbound selling efforts, develop executive relationships, & accelerate strategic sales motions. The Academic Account Executive will provide direction & recommendations to extended territory team & leadership to increase efficiencies, structure, & strategy of the region, ensuring individual & team success.
The successful incumbent will exhibit strong funnel management, forecasting, & quota attainment discipline & will be responsible to achieve monthly, quarterly & annual bookings & revenue targets.
The primary goal is to establish Pluralsight as a high quality & cost-effective technology skills solution for the institutions' students, faculty & staff in software development, IT & creative programs & careers.
Who you're committed to being:
You have extreme ownership of your business
You are collaborative with other team members up, down, & across the business
You are autonomous - you like to understand the guidelines for success, partner with the business to get what you need, & then work entrepreneurially to get it done
You are a consultative seller who is seen as a trusted advisor
Self motivated, goal & detail oriented, persistent & dependable
Strong verbal & written communicator, especially at the executive level
You are hungry for feedback & coaching
What you'll own:
Meet & exceed sales quotas - Close customer contracts ranging in size up to $1M+, build & grow pipeline, accurately forecast, cold call & prospect. This role is also responsible for new logo acquisition where much of your time will be spent in prospecting new logos in the Academic industry. Understand quote to cash process (Quote, PO, Invoice, Payment).
Own your business: Increase sales, develop leads, & close opportunities - Develop territory strategy plan & specific account plans, expand install base & acquire net new customers, create & execute demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight. Be able to deliver compelling presentations to senior executives & decision makers. Travel up to 50%.
Establish yourself as a trusted advisor through being assertive, present, & relevant - Build relationships with customers through all phases of the life cycle, identify & care for customer needs, maintain accuracy in Salesforce, develop process for meaningful customer experience, Prospecting, developing, managing, & executing a territory plan to support lead generation, full sales cycle management.
Leverage internal & external tools to maximize customer information - Maximize success with world class SaaS toolkit (access to Salesforce, Outreach, Discover.org, CPQ), provide feedback on pre-sales issues & competitive trends, use sales tools to identify & profile, quote, invoice, & collect revenue from customers, curate customer testimonials. Plus, organize your daily execution while balancing multiple priorities simultaneously.
EXPERIENCE YOU'LL NEED
Has sold SaaS into C-Suite or higher education & with customers through all phases of the life cycle. Experience negotiating multi-year recurring revenue contracts, & sales cycles with varying durations
5+ years of relevant job experience in a similar role, B2B sales or account management within technology or software industry preferably selling SaaS solutions to higher education institutions.
Track record of exceeding quota
Experienced in negotiations
Experience with Salesforce or other CRM tool
Solution sales experience in identifying market size & 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 & heavy prospecting with the ability to create new opportunities
Solid understanding of relevant technology & platforms including web-based software applications & SaaS environments
Strong verbal & written communication skills, especially at the executive level
Strong business acumen & ability to analyze data to address customer situations
Understanding of value drivers in recurring revenue business models
IDEALLY WHAT YOU'VE DONE
Sold enterprise software solutions to IT, Learning, & Engineering, & tech leader decision makers within the Engineering Org or to higher education institutions
Sold for products in the growth stage
Working at Pluralsight
Founded in 2004 & trusted by Fortune 500 companies, Pluralsight is the technology skills platform organizations & individuals in 150+ countries count on to create progress for the world.
Our platform helps technologists master their craft & take control of their careers. We empower businesses everywhere to build adaptable teams, speed up release cycles & become scalable, reliable & secure. We come to work everyday knowing we're helping our customers build the skills that power innovation.
And we don't let fear, egos or drama distract us from our mission. Our mission to democratize technology skills is what drives us & our values are at the helm of how we work together. It's our commitment to practicing them day in, day out that enables our performance. We're adults, & we treat each other that way. We have the autonomy to do our jobs, transparency to eliminate office politics & trust each other to do the right thing. We thrive in an environment with creativity around every corner, challenges that keep us on our toes, & peers who inspire us to be the best we can be. We bring different viewpoints, backgrounds & experiences, & united by our mission, we are one.
Bring yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.