Account Executive - Commercial Acquisitions

Posted 3 days ago
Main Location
Boston, MA, United States
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powertofly approved What Pluralsight Has to Offer:

Pluralsight is the technology skills platform organizations and individuals in 150+ countries count on to innovate and create progress for the world. Named one of our best work-from-home companies in 2020, Pluralsight believes in using technology to make the world a better place. They offer great benefits like:

  • Unlimited PTO
  • Competitive compensation (fair salary, bonus plans + equity)
  • Tuition reimbursement
  • Office and home office perks!
  • Founded in 2004 and trusted by Fortune 500 companies, Pluralsight is the technology learning platform organizations and individuals in 150+ countries count on to innovate faster and create progress for the world.


    Working at Pluralsight

    At Pluralsight, we believe everyone should have the opportunity to create progress through technology. That everyone should have access to the skills of tomorrow. That technology can make the world a better place. Through the work we do everyday, we empower the people who power our world.


    And we don’t let fear, egos or drama distract us from our mission. We’re adults, and we treat each other that way. We have the autonomy to do our jobs, transparency to eliminate office politics and trust each other to do the right thing. We thrive in an environment with creativity around every corner, challenges that keep us on our toes, and peers who inspire us to be the best we can be. We bring different viewpoints, backgrounds and experiences, and united by our mission, we are one.

    Addressing $31 billion market opportunity.

    World class net retention at 98%

    Exceptional growth rates.

    Nimble, agile environment + mission-driven company.

    Just like sales leaders have Salesforce, technology leaders have Pluralsight. We are democratizing technology skills and as every company becomes a tech company, we are central to their future competitive advantage and ability to thrive in the digital age.

    As we expand our offering and geographical impact, we are building our team of strategic sellers. We’re hiring SaaS software solution sellers who will sell Digital Transformation Solutions to the CIO/CTO. We are a unique, must-have solution in a space with low saturation. And we have world-class enablement to support our entrepreneurial AEs. You can count on resources and processes that support the sales (versus getting in your way) and comp packages that recognize performance with company equity, obtainable OTEs, uncapped commission, and realistic quotas.


    The Opportunity

    The Commercial Acquisition Account Executive is accountable for high volume prospecting, calling, and closing sales to generate growth for the business in the Commercial space. This role will engage with customers via inbound requests and outbound cold calling and leverage existing relationships and prospecting to develop sales opportunities, identify, penetrate and close target new accounts. The role will be responsible to effectively communicate internally and externally and exhibit strong funnel management, forecasting, and quota attainment discipline and will be responsible to achieve monthly, quarterly and annual bookings and revenue targets.

    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
    • You are hungry for feedback and coaching
    • You are driven to acquire new business and identifying new opportunities
    • Enthusiastic, independent, friendly, engaging, reliable, driven, competitive and have a positive attitude

    What you’ll own:

    • Meet and exceed sales quotas - Close customer contracts ranging in size from $100k to $150k a year in ARR with 6,9,12 mo. 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, 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. Be able to deliver compelling presentations to senior executives and decision makers. Travel up to 50%.
    • 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 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, 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 NEED

    • Has sold SaaS into a C-Suite and with customers through all phases of the life cycle. Experience negotiating multi-year recurring revenue contracts, and sales cycles with varying durations
    • 5+ years of relevant job experience in a similar role, B2B sales or account management within technology or software industry
    • Track record of exceeding quota
    • Building your large network/connections of IT leaders in Large Enterprise businesses
    • Experienced in negotiations
    • 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
    • Solid understanding of relevant technology and platforms including web-based software applications and SaaS environments
    • Strong verbal and written communication skills, especially at the executive level
    • Strong business acumen and ability to analyze data to address customer situations
    • Understanding of value drivers in recurring revenue business models

    Mission
    We're a community of women leveraging our connections into top companies to help underrepresented women get the roles they've always deserved. Simultaneously, we work to build truly inclusive hiring processes and environments where women can thrive and not just survive.
    Are you hiring? Join our platform for diversifiying your team
    Account Executive - Commercial Acquisitions
    Pluralsight