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Pluralsight // developer training by experts
Sales, Full Time       Posted: Friday, December 13, 2019
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Company 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.

Job Description

The Opportunity

The Sr. Director of Commercial sales will lead a team of Account Executives & a Commercial Sales Director in this player/coach role & will be responsible for executing Pluralsight's commercial sales strategy. This leader will assume responsibility for growing sales teams to help drive complex deal transactions with revenue accountability that is approximately $10M - $20M+ annually.

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 use data, empathy & good judgement to approach business & people opportunities

  • You are an amazing communicator & effective influencer. People trust & follow you.

  • Persistent Problem-Solver- You know where we want to be & as the business changes, you find ways to create solutions along the way that get us closer to our ultimate goal

  • You are a team player, able to handle ambiguity, anticipate & react to changes in a rapidly evolving environment

  • You have the ability to listen, think logically, strategically, & tactically to solve complex problems

  • You are self-motivated, demonstrating an ability to assume responsibility & work autonomously

  • Passionate about Pluralsight's mission - you eat, sleep & breathe our cause: democratizing technology skills

  • Strong leader with the ability to create a compelling vision for success & inspire your leaders to deliver exceptional results

  • Scrappy, entrepreneurial approach to everything you do

What you'll own:

  • Meet & exceed sales quotas - Guide your team to close customer contracts, build & grow pipeline, accurately forecast, cold call & prospect account base for new opportunities, identify & win new business accounts. Maintain key customer relationships, develop & implement strategies for expanding Pluralsight's customer base. Support business development efforts by attending industry conferences & events.

  • 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. Manage & take accountability for negotiated non-standard contractual terms & conditions. Set & execute an aggressive customer acquisition strategy to generate annual growth in revenue & bookings for the region. Provide detailed & accurate sales forecasting & reporting on all aspects of the business to Sales Leadership. Create & execute effective presentations, including corporate & solution capabilities, prospective client proposals, bid defense & business case/justification. Plan & execute marketing events in territory. 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,, 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, keeping 12 mission-critical plates spinning at once.

  • Leadership - Coach, develop & mentor up to 10 Commercial Acquisition Account Executives as well as a Director including: recruiting, hiring, onboarding, training, & professional development of individual team members. Support your team by participating & leading in client & prospect meetings & engaging other corporate resources. Conduct weekly forecast meetings & one-on-one reviews with team members. Monitoring & tracking the sales activity at team & individual levels. Lead the team's sales process, manage appropriate metrics/KPI's for sales funnel management. Plan & manage at both the strategic & operational levels. Have a proven track record of recruiting, training/developing & retaining high-performing sales talent


  • Track record of exceeding quota as an individual contributor & sales leader

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

  • Solution sales (such as Value selling/Customer Centric Selling)

  • Strong negotiation skills & proven experience of successfully selling to & closing $500,000+ contracts at the C-level; familiarity with SaaS solutions for technical education is preferred

  • 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

  • 5+ years B2B SaaS experience with Enterprise/Fortune accounts

  • Background in business development & heavy prospecting with the ability to create new opportunities in ways where others have not

  • Strong interpersonal & communication skillset; in addition, must have the ability to synthesize complex business challenges & create clear solutions & messages for audiences at various levels

  • A bachelor's degree or equivalent work experience with a minimum of 5 years of experience in software sales & a minimum of 3 years as a software sales leader (leading a team) or equivalent experience


  • Sold enterprise software solutions to IT, Learning, & Engineering, & tech leader decision makers within the Engineering Org

  • Sold 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.

Additional Information

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

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