Company Description|Job Description
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.
The Enterprise Account Manager is responsible for generating revenue for Pluralsight in the assigned territory. This includes providing feedback on market requirements, product capabilities & future industry developments & trends in the assigned region. You will drive the sales based on Pluralsight's sales methodology including account penetration, prospect qualification, supervision of sales activity, sales process planning, negotiation, & closing all sales opportunities.
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 can manage well in times of growth, change & ambiguity in a fast growing environment
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. You are knowledgeable of vertical market sales & developing new vertical market sales plans.
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. Establish executive level, long term customer relationship for future cross-sell & up-sell opportunities.
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. Understanding industry trends, product capabilities & customer requirements.
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, keeping 12 mission-critical plates spinning at once.
Experience you'll need:
Have sold SaaS into a C-Suite & with customers through all phases of the life cycle
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
3-5+ 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
Solid knowledge of & experience in. Solution-Selling, Customer-centric Selling, Strategic Selling and/or Value Selling
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
Experience consistently exceeding quota of greater than $1 Million
Have successfully managed the sales cycle from business champion to the SVP of Engineering/CEO/CTO level & have positioned the value proposition & selling to the C-suite
Working at Pluralsight
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.