Founded in 2004 and trusted by Fortune 500 companies, Pluralsight is the
technology learning platform organizations and individuals in 150+ countries count on to innovate faster and 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, and we treat each other that way. We have the autonomy to do our jobs, transparency to eliminate office politics and 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, and peers who inspire us to be the best we can be. We bring different viewpoints, backgrounds and experiences, and 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 and as every company becomes a tech company, we are central to their future competitive advantage and ability to thrive in the digital age.
As we expand our offering and 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 and processes that support the sales (versus getting in your way) and comp packages that recognize performance with company equity, obtainable OTEs, uncapped commission, and realistic quotas.The Opportunity
The Client Account Executive (AE) is responsible for revenue growth in existing accounts within an assigned territory and ensuring all key metrics are delivered. The AE is a customer facing position requiring executive-level selling skills. The AE will work closely with Sales Development, Marketing, Professional Services, and Customer Success departments to proactively develop and execute a territory plan - including all inbound and outbound selling efforts, develop executive relationships, and accelerate strategic sales motions. The AE will engage with accounts via email, telephone, face to face, and other online mediums. The AE will provide direction and recommendations to the extended territory team and leadership to increase efficiencies, structure, and strategy of the region, ensuring individual and team success. This role will work very closely with the Customer Success team to achieve mutual success.
Who you’re committed to being:
What you’ll own:
You have extreme ownership of your business
You are competitive with yourself, yet collaborative with other team members up, down, and across the business
You are autonomous - you like to understand the guidelines for success, partner with the business to get what you need, and then work entrepreneurially to get it done
You are a consultative seller who is seen as a trusted advisor
Strong verbal and written communicator, especially at the executive level
You are hungry for feedback and coaching
Enthusiastic, independent, friendly, engaging, reliable, driven, competitive and have a positive attitude.
Self motivated, goal and detail oriented, persistent and dependable
EXPERIENCE YOU’LL NEED
Meet and exceed sales quotas - Close customer contracts ranging in size up to $1MM, build and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities. Understand the quote to cash process (Quote, PO, Invoice, Payment). Travel up to 25%.
Own your business: Increase sales, develop leads, and close opportunities - Develop territory strategy plan and specific account plans, expand install base, create and execute demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight. Use proven negotiation skills to close all assigned opportunities with the ability to upsell additional revenue opportunities. Deliver compelling presentations to senior executives and decision makers.
Establish yourself as a trusted advisor through being assertive, present, and relevant - Build relationships with customers through all phases of the life cycle, identify and care for customer needs, maintain accuracy in Salesforce, develop process for a meaningful customer experience, prospecting, developing, managing, and executing a territory plan to support lead generation, full sales cycle management.
Leverage internal and external tools to maximize customer information - Maximize success with world class SaaS toolkit (access to Salesforce, Outreach, Sales Navigator, Discover.org, CPQ), provide feedback on pre-sales issues and competitive trends, use sales tools to identify and profile, quote, invoice, and collect revenue from customers, curate customer testimonials. Plus, organize your daily execution while balancing multiple priorities simultaneously. Strong collaboration with the Customer Success team to ensure client relationships are strengthened, and joint action plans are developed and optimized for account growth to maximize gross and net retention.
Forecasting - Ability to consistently deliver accurate, scalable, and predictable revenue to the business
IDEALLY WHAT YOU’VE DONE
Sold SaaS into a C-Suite and 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 negotiating multi-year recurring revenue contracts, and sales cycles with varying durations
Solution sales experience in identifying market size and 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
5+ years B2B SaaS experience with Enterprise/Fortune accounts
Background in business development and heavy prospecting with the ability to create new opportunities in ways where others have not
Strong presentation/public speaking skills
Sold enterprise software solutions to IT, Learning, and Engineering, and tech leader decision makers within the Engineering Org
Sold for products in the growth stage
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.