Job Description:
A Principal Account Executive is responsible for the revenue expansion of their accounts in the region. With identified accounts, you will ensure revenue growth, customer success and long term partnership with assigned customers. You will also work closely with and provide direction to the extended account team (solution engineers, business development reps and customer success managers), to identify the best ‘plan of attack', increase efficiencies, and develop winning tactics and strategies for your accounts.
Who you're committed to being:
- Meet and exceed sales quotas - Close Enterprise and Commerci customer contracts ranging in size from $1k to $100k a year in ARR with 6+ months average sales cycle, build and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities, identify and win new business accounts.
- Own your business: Increase sales, develop leads, and close opportunities - Develop territory strategy plan and specific account plans, acquire net new customers, create and execute demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight.
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What you'll do:
- Ownership of the full sales cycle from lead to close with business customers in your designated region
- Effectively build trust-based relationships with senior-level sales professionals
- Identify and understand the customer's strategy and the related capability and skills requirements
- Help educate customers on the value of Pluralsight throughout the adoption cycle through jointly developed and agreed success criteria and provide recommendations based on customers' business needs and usage patterns
- Develop and set a strategy aligned to the goals set that enables Pluralsight 's growth within existing businesses and building new business opportunities
Experience you'll bring:
- Expert on Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling.
- Experience managing a pipeline and closing contracts.
- Excellent verbal, written and presentation communication skills both with customers and within Pluralsight.
- Full sales cycle expertise with an emphasis on business development, heavy prospecting, building pipeline, pipeline management, developing mutual buying plans, and forecasting business.
Requirements:
- Preferable experience selling in a SaaS organization, ideally with multi-year SaaS contracts into the C-Suite.
- The ability to travel, while not required is encouraged
- Requires a minimum of 5 years of related or equivalent experience; or 3+ years with an advanced degree.
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 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 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:
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 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.
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