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Pluralsight // developer training by experts
 
Sales, Full Time       Posted: Friday, November 08, 2019
 
   
 
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JOB DETAILS
  Job Description

About Pluralsight

Founded in 2004 & trusted by Fortune 500 companies, Pluralsight is the technology learning platform organizations & individuals in 150+ countries count on to innovate faster & create progress for the world.

Working at Pluralsight

At Pluralsight, we believe everyone should have the opportunity to create progress through technology. That everyone should have access to the skills of tomorrow. That technology can make the world a better place. Through the work we do everyday, we empower the people who power our world.

And we don't let fear, egos or drama distract us from our mission. 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.

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 Opportunity

The Commercial Acquisition Account Executive is accountable for high volume prospecting, calling, & closing sales to generate growth for the business in the Commercial space. This role will engage with customers via inbound requests & outbound cold calling & leverage existing relationships & prospecting to develop sales opportunities, identify, penetrate & close target new accounts. The role will be responsible to effectively communicate internally & externally & exhibit strong funnel management, forecasting, & quota attainment discipline & will be responsible to achieve monthly, quarterly & annual bookings & revenue targets.

Who you're committed to being:

  • You have extreme ownership of your business

  • You are competitive with yourself, yet 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

  • You are hungry for feedback & coaching

  • You are driven to acquire new business & identifying new opportunities

  • Enthusiastic, independent, friendly, engaging, reliable, driven, competitive & have a positive attitude.

What you'll own:

  • Meet & exceed sales quotas - Close customer contracts ranging in size from $100k to $150k a year in ARR with 6,9,12 mo. average sales cycle, build & grow pipeline, accurately forecast, cold call & prospect account base for new opportunities, identify & win new business accounts.

  • 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 a C-Suite & 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

  • Track record of exceeding quota

  • Building your large network/connections of IT leaders in Large Enterprise businesses

  • Experienced in negotiations

  • 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 in ways where others have not

  • 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

  • Sold for products in the growth stage

EOE Statement

Be 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.

Qualifications

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.

Additional Information

All your information will be kept confidential according to EEO guidelines.

 
 
 
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