Job Description:
Enterprise Flow Account Executive
The Enterprise Account Executive for Pluralsight Flow (AE) is responsible for revenue growth in existing accounts within an assigned territory and ensuring all key metrics are delivered. The role is chartered with selling the Pluralsight Flow product to existing Pluralsight customers. Pluralsight Flow is an application that generates actionable metrics about a customer's software engineering workflows, providing visibility across an engineering organization and identifying opportunities for process improvement within an engineering team (the product was previously known as GitPrime).
The AE will work closely with the Sales Development, Account Management, Marketing, Professional Services, and Customer Success departments to proactively develop and execute a territory plan - including all inbound and outbound selling efforts, developing executive relationships, and accelerating strategic sales motions. The AE will engage with accounts via email, telephone, face to face, and other online mediums. The AE will provide direction and recommendations to 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:
Sales Execution

• Prospect account base for new opportunities
• Build pipeline to sustain and deliver sales goals
• Provide accurate sales forecast
• Develop and execute territory sales strategy
• Target and win new accounts
• Build relationships with customers through all resources (face to face, phone, social, and other online mediums)
• Create social environments to improve overall client relations
• Maintain and leverage accurate customer records within Salesforce.com
• Utilize process to ensure high-touch and meaningful communication
• Establish a trusted advisor role with accounts by being assertive, present and relevant
• Build ecosystem of customers, authors, analysts, etc., to increase value to territory
• Be accountable for actions and report progress with territory team
• Attend field events within assigned territory and get prospective customers to those events
• Travel ~ 25%

Support and Reporting

• Provide feedback on pre-sales issues and competitive trends
• Use sales tools to identify and profile within assigned territories (SFDC, Sales Navigator, Outreach, etc.)
• Understand quote to cash process (Quote, PO, Invoice, Payment)
• Leverage internal and external resources and tools to maximize customer information

Qualifications

• Skills:
• Understands complex sales cycles and be able to work opportunities that include multiple decision makers and influencers
• Able to proactively prospect into existing accounts and understand prospecting methodologies
• Strong organization skills to work dozens of opportunities simultaneously
• Able to use consultative, solution selling, and business development skills and customize delivery at manager, director, VP and C level to become a trusted advisor
• Able to gain in-depth knowledge of clients' business needs, organizational structure, business processes and financial structure
• Develops comprehensive business use case approach in crafting client proposals
• Possesses proven communication skills, both written and verbal
• Able to deliver excellent customer presentations tying the Pluralsight solution to key business drivers and demonstrate ROI

Experience you'll need:

• Exceptional track record of consistently meeting and exceeding sales revenue targets
• 3+ years of direct SaaS sales, or sales-related, experience closing 100,000+ ACV/ARR deals
• Experience in an outbound Account/Business development role
• Experience in solution-oriented value-based commercial or enterprise software sales
• Proven experience successfully prospecting into new companies
• Proficient using Salesforce.com, Sales Navigator and other prospecting platforms
• University or Bachelor's Degree, or equivalent work experience

Bring yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.