Federal Enterprise Account Executive

Job Description:
The Federal Account Executive is responsible for driving revenue growth and managing customer relationships within the Federal System Integrators sector. This role requires a deep understanding of the federal landscape and strong executive-level selling skills in a customer-facing capacity. The Federal Account Executive will work closely with Business Development, Marketing, Professional Services, and Customer Success teams to develop and execute a comprehensive strategy for engaging Federal System Integrators. This includes leading all inbound and outbound sales efforts, building and nurturing executive relationships, and driving strategic sales initiatives to meet and exceed all key performance metrics.
Who you're committed to being:

• You enjoy learning and are open to new ways of doing things.
• You are not afraid to be yourself, experiment, make mistakes and learn from them, ask questions, or voice your concerns.
• When communicating you are self-aware, insightful, and proactive.
• You are a team member first and individual contributor second. You are aware that high-performing teams are only as strong as their weakest link.
• You believe in continuous improvement and request frequent feedback from others.

What you'll do:

• Full Sales Cycle Ownership: Manage the entire sales process from lead generation to closing deals with Federal business customers.
• Relationship Building: Establish and nurture trust-based relationships with senior-level professionals within the customer's organization.
• Customer Strategy Alignment: Identify and comprehend the Mission Partner's strategic objectives and the corresponding capability and skills requirements.
• Customer Education and Value Communication: Guide customers through the adoption cycle by educating them on the value of Pluralsight, co-developing success criteria, and providing tailored recommendations based on their business needs and usage patterns.
• Strategic Growth: Develop and execute a strategy that aligns with set goals, driving Pluralsight's growth within existing accounts and generating new business opportunities.
• Pipeline Development and Sales Process Management: Build and maintain a robust sales pipeline, accurately forecast, penetrate new accounts, and drive the sales process within a relationship-based selling environment.

Experience you'll bring:

• Pipeline and Contract Management: Proven experience managing a sales pipeline and closing Federal contracts.
• SaaS Government Sales Expertise: Demonstrated experience in selling SaaS solutions to government executives (e.g., CIO, CTO, HR) through all phases of the sales cycle, including negotiating multi-year recurring revenue contracts.
• CRM Proficiency: Proficient in using Salesforce or other CRM tools for managing customer relationships and sales processes.
• Solution Sales Experience: Strong background in solution sales, with the ability to identify market size and focus on strategic opportunities.
• Sales Cycle Expertise: In-depth knowledge of the sales process, including planning, forecasting, prospecting, communication, and presentation skills.
• Business Development and Prospecting: Extensive experience in business development, with a strong emphasis on prospecting and creating new opportunities.
• Preferable experience selling in a SaaS organization, ideally with multi-year SaaS contracts into the C-Suite.

Requirements

• 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.
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 product, teams can develop critical skills, improve processes and gain data-driven insights.
We're a community of growth seekers and lifelong learners who are out to do big things that make a difference in people's lives, and we're looking for curious, dedicated people to join us. Our culture of trust, autonomy, and genuine collaboration create an environment where you'll grow as a human and as a professional. Because to us, your growth is our growth, and vice versa.
Physical and Mental Requirements
Work is performed in an office (or home office) environment and requires the ability to operate standard office equipment and keyboards. Sedentary work. Repetitive work. Substantial movements (motions) of the wrists, hands, and/or fingers. The worker is required to have close visual acuity to perform an activity such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
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 $228,000 - $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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