Enterprise Flow Account Executive (Remote)

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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.
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An Insider's view of Pluralsight

How would you describe the company’s work-life balance?

Oh, it is incredible here. Pluralsight constantly reminds me how important I am to the company both personally and professionally. Pluralsight creates a space where I can work, grow, and connect with similar people in so many different parts of the world while still leaving enough room for me to focus and find joy in my personal life as well.

Chris (he/him)

Executive Assistant to the CMO

What's the biggest problem your team is solving?

The goal of a user profile is to provide a sense of identity in a personalized and centralized portfolio. Today, users provide this data in many different ways throughout the platform. Our greatest challenge is to build a unified profile with a centralized view of a user’s data to paint one clear picture of all their interactions in the platform.

Anesha (she/her)

Senior Product Manager | seeColor ERG Chair

What does career growth look like on your team?

We embrace a mindset of continuous improvement and encourage team members to take ownership of their careers. As part of that, we advise leaders and team members to co-create development plans. Whether it be up-skilling, re-skilling, or expanding their influence we believe in investing skills development and facilitating growth experiences.

Ai-ling (she/they)

SVP of Skills Content Platform

What makes someone successful on your team?

A successful individual brings their true self to work. Teams do not benefit from a group that contains like minded individuals from similar backgrounds. We learn so much from each other and about ourselves when we have a team with diverse ways of thinking and experiences. It also creates a healthy, challenging environment that befits the company.

M.A. (she/her)

Sr. Manager, Product & Technical Support

What are Pluralsight Perks + Benefits

Pluralsight Benefits Overview

LIVE YOUR BEST LIFE
In and out of the office

UNLIMITED PAID TIME OFF + 4 recharge weeks (2 company-wide, 2 individual)
Take time off when you need it. And we actually want you to use it.

PARENTAL LEAVE
Welcome your newest addition, whether by birth or placement, with 16 weeks of leave + 6 weeks of flex return.

WELLNESS
Stay on your A-game with standing desks and gym reimbursements.

MEDICAL COVERAGE
Comprehensive medical, dental and vision coverage with a few medical plan options to give you, your spouse or domestic partner and your children flexibility. Plans include mental health, infertility, bariatric, and acupuncture coverages.

TOTAL REWARDS
Feel appreciated with fair salary, bonus plans and 401k matching with immediate vesting.

OFFICE (AND HOME OFFICE) PERKS
Level-up office life with a snack wall, catered lunches and free massages, or for remote employees, make work from home work for you with our Remote Workspace Reimbursement program

TUITION REIMBURSEMENT
Learn something new and let us help you with the bill.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Intracompany committees
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Mean gender pay gap below 10%
Diversity Employee Resource Groups
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Onsite Gym
Team workouts
Mental Health Benefits
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Parking
Recreational Clubs
Relocation Assistance
Fitness Subsidies
Home Office Stipend for Remote Employees
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications

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