Senior Commercial Account Executive

Job Description:

Job Description

The Senior Account Executive is responsible for growth in existing and whitespace accounts within an assigned territory and ensuring all key metrics are delivered. This is a customer facing position requiring executive-level selling skills. The Senior 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 Senior AE will engage with accounts via email, telephone, face to face, and other online mediums. The Senior 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.

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, 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

• Self motivated, goal and detail oriented, persistent and dependable

• Strong verbal and written communicator, especially at the executive level

• You are hungry for feedback and coaching

What you'll do:

• Meet and exceed sales quotas - Close customer contracts ranging in size up to $500K+, build and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities. Understand 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.

Experience you'll bring:

• 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

Requirements:

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

• 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

• This is a remote role; however, applicants located within 45 miles of our Westlake/Dallas, TX office should expect to work on-site Tuesday through Thursday, with remote flexibility on Mondays and Fridays. This approach enables more effective collaboration, quicker decision-making, and a stronger culture, while still providing flexibility.

• Travel: Travel expectations differ by role. Some quota-bearing sales positions involve limited travel, while others may involve travel of up to 40%, depending on business needs.

Why you'll love working here:

• We're a blended workplace, where team members work remotely or in a hybrid setup depending on their role and location

• We're mission-driven and values-guided.

• We have a strong commitment to diversity and belonging.

• We cultivate a culture of trust, autonomy, and collaboration.

• We're lifelong learners and champion team member growth and advancement.

• We've got you covered: team member benefits include competitive compensation packages, medical coverage, unlimited PTO, wellness reimbursements, Pluralsight subscription, professional development funds, and more.

About us:

Pluralsight provides the only learning platform dedicated to accelerating the technology skills and capabilities of today's tech workforce. Thousands of companies, government organizations and individuals around the world rely on Pluralsight to support critical technology skill development in areas that are crucial to innovation including artificial intelligence, cloud computing, cybersecurity, software development, and machine learning. Pluralsight provides highly curated content developed by vetted technology experts, industry leading skill assessments, and hands on, immersive learning experiences designed to help individuals skill-up faster

Physical Requirements:

This role is primarily performed in an office or home office setting and involves standard computer-based work.

EEOC & Accommodations Statement:

Bring yourself. Pluralsight is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status. We also consider qualified applicants with criminal histories, consistent with EEOC guidelines and local laws.

If you need an accommodation to apply, interview, or perform essential job functions, please visit the bottom of our website to learn how to request an accommodation. Learn more about our commitment to diversity, equity, inclusion, and belonging in our DEIB Report. 

Pay Transparency:

The US base salary + variable range for this role is $173,000 - $220,000 USD. Actual compensation will depend on location, skills, experience, and other factors. Additional benefits and bonuses may apply.

Applications must be submitted within 90 days after the initial posting date to be considered.

Recruiting Scam Notice:

Please be aware of recruiting scams. We'll only contact you from an @pluralsight.com email or verified channels. We never ask for sensitive personal info or payments as part of the hiring process. All openings are posted on our Careers page.

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