Senior Commercial Account Executive

📋 Description

• • As a Senior Commercial Account Executive at Pluralsight, Inc., you will be instrumental in driving revenue growth within an assigned territory, focusing on both existing accounts and identifying new business opportunities. This customer-facing role demands exceptional executive-level selling skills and a proactive approach to account management.
• • You will be responsible for achieving and exceeding sales quotas, with a focus on closing customer contracts that can range up to $500K+. This involves meticulously building and nurturing a robust sales pipeline, providing accurate sales forecasts, and actively engaging in cold calling and prospecting within your assigned account base to uncover new opportunities.
• • A key aspect of your role will be to develop and execute a comprehensive territory strategy plan, alongside specific account plans. This includes expanding the existing customer base, creating and implementing demand generation initiatives, and taking full accountability for achieving your sales targets as if you were the owner of Pluralsight's business within your territory.
• • You will leverage proven negotiation skills to successfully close all assigned opportunities, with a keen eye for upselling additional revenue streams and maximizing customer lifetime value. Delivering compelling and persuasive presentations to senior executives and key decision-makers will be a regular part of your responsibilities.
• • Establishing yourself as a trusted advisor is paramount. This will be achieved through consistent presence, assertiveness, and delivering relevant insights and solutions to your clients. You will build strong, lasting relationships with customers throughout their entire lifecycle with Pluralsight.
• • You will be expected to identify and deeply understand customer needs, ensuring the accuracy and completeness of all customer data within Salesforce. Developing and maintaining a process that ensures a meaningful and positive customer experience from prospecting through to deal closure is crucial.
• • Maximizing success will involve proficient use of a world-class SaaS toolkit, including Salesforce, Outreach, Sales Navigator, Discover.org, and CPQ. You will provide valuable feedback to leadership regarding pre-sales challenges and emerging competitive trends.
• • Your role will also involve organizing your daily execution effectively, balancing multiple priorities simultaneously to ensure optimal productivity and achievement of objectives.
• • You will collaborate closely with internal teams, including Sales Development, Marketing, Professional Services, and Customer Success, to ensure a cohesive and effective go-to-market strategy for your territory.
• • Engaging with accounts will occur through various channels, including email, telephone, face-to-face interactions, and other online mediums, requiring adaptability and strong communication skills across different platforms.
• • You will provide direction and strategic recommendations to the extended territory team and leadership, aiming to increase efficiencies, refine regional strategy, and ultimately ensure both individual and team success.
• • Travel expectations for this role may involve up to 25% of your time, depending on business needs and territory requirements, to foster client relationships and close deals.
• • You will be expected to understand the quote-to-cash process thoroughly, from initial quote generation through to purchase order, invoicing, and final payment.
• • A significant part of your success will hinge on your ability to penetrate new accounts, drive the sales process within a relationship-selling environment, and demonstrate expertise in sales cycle planning, forecasting, prospecting, communication, negotiation, and presentation.
• • You will be encouraged to develop new opportunities through innovative business development and heavy prospecting, demonstrating a proactive and entrepreneurial approach where others might not see potential.
• • This role offers the opportunity to work in a blended environment that supports collaboration, flexibility, and connection across teams, fostering a dynamic and engaging work atmosphere.
• • You will be part of a mission-driven organization focused on shaping the future of tech upskilling and delivering impactful solutions that matter in the technology landscape.
• • Pluralsight fosters a culture of inclusion and belonging, ensuring that everyone can contribute their unique talents and thrive professionally.
• • Continuous learning is a core value, providing an environment where you can take on new challenges, expand your skill set, and grow with purpose.
• • The company is committed to supporting your professional development, offering resources and opportunities for skill enhancement and career advancement.