Account Executive - Enterprise Acquisition

San Francisco, CA, United States Posted 10 days ago
Main Location
Boston, MA, United States
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The Enterprise Acquisition Account Executive is accountable for high volume prospecting, calling, and closing sales to generate growth for the business in the Enterprise space. This role will engage with customers via inbound requests and outbound cold calling, and will leverage existing relationships to develop sales opportunities, identify, penetrate and close target accounts in the Global 2000.

This role requires effective communication skills both internally and externally, and candidates should exhibit strong funnel management, forecasting, and quota attainment to consistently achieve monthly, quarterly and annual bookings plus revenue targets.

What you’ll own:

  • Using our CRM database to prospect for potential customers within assigned territory in the Enterprise space.
  • Develop, manage and execute a territory plan to support lead generation, full sales cycle management both on a strategic and tactical level for assigned accounts.
  • Cold calling new, prospective customers, driven to acquire new business and identify new opportunities.
  • Provide a consultative, full life-cycle, Enterprise sales approach with the appropriate resources. Working with Success team and Product teams as needed to address customer requirements.
  • Cultivating relationships with customers
  • Scheduling and delivering compelling presentations with prospective customers/decision makers to highlight the Pluralsight platform.
  • Grow and develop the pipeline through new business development with outbound sales activities to proactively identify, pursue, and maintain a constant pipeline of potential customers
  • Using proven negotiation skills to close all assigned opportunities, with the ability to upsell additional revenue opportunities.
  • Carrying an individual quota and responsible for retiring that quota on a monthly, quarterly, and annual basis through the closing of new sales.
  • Demonstrating strong qualification skills to provide accurate forecast reports
  • Maintain a high level of relevant product knowledge to engage with prospects.
  • Provide ongoing weekly, monthly and quarterly pipeline accuracy.

You’d be a great fit if your current track record looks like this:

  • 1-3 years of relevant job experience in a similar role, B2B sales or account management within technology or software industry. Prior experience selling enterprise software solutions a plus
  • Ability to establish executive level, long term customer relationships for future cross-sell and up-sell opportunities
  • Experience selling SaaS-based technology solutions to C-level decision makers.
  • Strong business acumen and ability to analyze data to address customer situations
  • Experience negotiating multi-year recurring revenue contracts, and sales cycles with varying durations
  • Skilled and experienced to recognize the influencers, decision makers and other stakeholders in prospect organizations, and articulate the value proposition to align with the customer’s strategic business initiatives.
  • Strong sales, communication and follow up skills.
  • Experience in strategic account, opportunity planning and forecast management.
  • Self motivated, goal and detail oriented, persistent and dependable. Ability to maintain a structured and strategic approach to business development/planning.
  • Proven track record in new business development.
  • Excellent presentation/public speaking skills.
  • Ability to establish relationships and work in a team environment across company and specifically working effectively with Sales, Solution Architects, Product, Success and Marketing.
  • Demonstrated success in executing an enterprise sales cycle from start to finish.
  • Must have proven experience with forecasting and achieving or exceeding quota targets
  • Must have excellent organization and time management skill
  • Ability to multi-task in a fast paced environment
  • Salesforce or other CRM experience preferred
  • Living and breathing our values to guide your decisions and interactions
  • Up to 50% travel in your local region to meet face to face with clients / prospects. 10% travel to meet with your internal team for quarterly business reviews and ongoing training

Who you’re committed to being:

  • Enthusiastic, independent, friendly, engaging, reliable, driven, competitive and have a positive attitude.
  • Understanding of value drivers in recurring revenue business models
  • Developing a strong knowledge of Pluralsight’s product
  • Ability to manage influence through persuasion, negotiation and agreements of distinction
  • Being able to expertly multi-task while ensuring revenue targets are met
  • Strong communication, presentation, problem solving and analytical skills
  • Solid understanding of relevant technology and platforms including web-based software applications and SaaS environments
  • We're committed to a values-driven culture here at Pluralsight and our mission inspires everything we do
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