Job Description:
The Federal Enterprise Account Executive is responsible for revenue growth in Federal accounts 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 and provide direction and recommendations to extended territory team and leadership to increase efficiencies, structure, and strategy of the region, ensuring individual and team success
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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 and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities. Understand the quote to cash process (Quote, PO, Invoice, Payment)
- 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 processes 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 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
- 3-5 years B2G 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
Requirements:
- 5+ Years selling into the Federal Government
- Public sector experience required
- Travel up to 25%
Travel Requirements:
While Pluralsight operates under a remote and hybrid work model, we believe that in-person connection and collaboration are important. Recurring travel to our HQ in Utah may be required depending on the role and team member location.
Why you'll love working here:
- We're remote- and hybrid-friendly
- We're mission driven and guided by our culture pillars
- 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 and Summer Fridays, wellness reimbursements, Pluralsight subscription, professional development funds and more.
About us:
We're Pluralsight, the technology workforce development company that helps teams build better by knowing more and working better together. Using our Skills, Flow, and Cloud products, teams can develop critical skills, improve processes and gain data-driven insights.
Learning and development are at the core of who we are. We're out to help every technologist build better, and we're looking for curious, talented people to help us inspire and empower the tech workforce to achieve their goals. Our culture of autonomy, continuous learning, and collaboration creates an environment for growth and empowers us to drive impact through innovation.
Physical and Mental Requirements:
Work is performed in an office (or home office) environment and requires the ability to operate office equipment and keyboards. Sedentary work. Repetitive work. Ability to perform tasks related to documentation, data analysis, transcription and extensive content analysis. Learn new tasks, remember processes, complete tasks independently, and make timely decisions in the context of a workflow.
EEOC Statement
Bring yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, age or protected veteran status. Pluralsight will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.
We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please visit the bottom of our website to learn how to request an accommodation.
For more information on Pluralsight's commitment to building a more diverse and inclusive workforce, please review our most recent Diversity, Equity, Inclusion and Belonging report here.
The annual base salary + variable for this role is $228,800 - $254,200 USD. Pluralsight's pay ranges vary based on work location. Talent Acquisition can share more detail during the hiring process when applicable. Each candidate's compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. In addition to the base salary and variable, this role may also be eligible for benefits and bonuses.
Applications must be submitted within 90 days after the initial posting date to be considered.
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