As an Enterprise Account Executive (AE), you are responsible for the growth of our enterprise accounts in the region, ensuring all key metrics are delivered. With identified accounts, you will ensure revenue growth, customer success and long term partnership with the customers. Our Enterprise AEs 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
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
What you’ll own:
Meet and exceed sales quotas - Close customer contracts starting at $300k+ a year in ARR with 12+ mo. average sales cycles, 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, expand install base and 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.
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 to for meaningful customer experience, prospecting, developing, managing, and executing a territory plan to support lead generation, full sales cycle management. Create strong partnership with Customer Success, Solution Architects, Solution Services, Marketing and our legal team to drive impact for your customers and prospects.
Leverage internal and external tools to maximize customer information - Maximize success with world class SaaS toolkit (access to Salesforce, Outreach and Zoom), 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.
Experience you’ll need:
5-10+ years B2B SaaS experience with enterprise accounts (4.000+ employees)
Has sold into a C-Suite and with customers through all phases of the life cycle
Understands various stages of typical solution sales cycle
Proven track record of exceptional sales success and operational excellence through creating successful internal & external partnerships
Experience with Salesforce or similar CRM tools preferred
Excellent interpersonal and communication skills (verbal & written) including outstanding telephone presence, multilingual preference
Entrepreneurial mindset, self-motivated, accountable approach, combined with strong sense of teamwork
Ability to follow through and meet deadlines
Ability to travel
Flexible and adaptable to change
Sold enterprise platforms or solutions to IT, Learning, and Engineering, and tech leader decision makers within the Engineering Org
Sold for products in the growth stage