The Commercial Account Executive (AE) is responsible for revenue growth in new logo & existing accounts within an assigned territory & ensuring all keymetrics are delivered. The role is predominantly an outbound focused role where the AE will be primarily responsible for lead generation & opportunity creation. TheAE is a customer facing position requiring executive-level selling skills. The AE will workclosely with Sales Development, Marketing, Professional Services, & Customer Success departments to proactively develop & execute a territory plan - including allinbound & outbound selling efforts, develop executive relationships, & accelerate strategic sales motions. The AE will engage with accounts via email, telephone, face to face, & other onlinemediums. The AE will provide direction & recommendations to extended territory team & leadership toincrease efficiencies, structure, & strategy of the region, ensuring individual & team success.
Prospect account base for new opportunities
Build pipeline to sustain & deliver sales goals
Provide accurate sales forecast
Develop & execute territory sales strategy
Target & win new accounts
Build relationships with customers through all resources (face to face, phone, social,and other online mediums)
Create social environments to improve overall client relations
Maintain & leverage accurate customer records within Salesforce.com
Utilize process to ensure high-touch & meaningful communication
Establish a trusted advisor role with accounts by being assertive, present & relevant
Build ecosystem of customers, authors, analysts, etc., to increase value to territory
Be accountable for actions & report progress with territory team
Attend field events within assigned territory & get prospective customers to those events
Travel ~ 25%
Support & Reporting
Provide feedback on pre-sales issues & competitive trends
Use sales tools to identify & profile within assigned territories (SFDC, Sales Navigator, Outreach, etc.)
Understand quote to cash process (Quote, PO, Invoice, Payment)
Leverage internal & external resources & tools to maximize customer information
Understand complex sales cycles & be able to work opportunities that include multiple decision makers & influencers
Ability to proactively prospect into new accounts & understand prospecting methodologies
Strong organization skills to work dozens of opportunities simultaneously
Ability to use consultative, solution selling, & business development skills & customize delivery at manager, director, VP & C level to become a trusted advisor
Ability to gain in-depth knowledge of clients' business needs, organizational structure, businessprocesses & financial structure
Develops comprehensive business use case approach in crafting client proposals
Proven communication skills both written & verbal
Ability to deliver excellent customer presentations tying the Pluralsight solution to key business drivers & demonstrate ROI
Exceptional track record of consistently meeting & exceeding sales revenue targets
3+ years of direct SaaS sales experience closing 100,000+ ACV/ARR deals
Experience in an outbound Account/Business development role
Experience in solution-oriented value-based commercial or enterprise software sales
Proven experience successfully prospecting into new companies
Proficient using Salesforce.com, Sales Navigator & other prospecting platforms
University or Bachelor's Degree,or equivalent work experience
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.