SMB Account Executive

Job Description:

As an SMB Account Executive at Pluralsight, you will drive Pluralsight's future growth engine by establishing relationships with prospective SMB clients across the full EMEA and APAC region and turning them into happy Pluralsight users. You’ll be responsible for a large volume of book of new business (as the first point of contact for many new and growing businesses interested in Pluralsight) and handle the full sales cycle right through to onboarding new users.

You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organisation, including CTO, COO, and CFO. You have experience working with small/medium businesses. You have an understanding of the buyer journey and can lead short, single stakeholder deals as well as complex multi-party sales in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. Finally, you’ll develop scalable strategies and repeatable processes that enable us to amplify the number of new SMB businesses joining Pluralsight.

If you’re hungry, hard-working, persistent, and a great teammate, we want to hear from you!

Who you’re committed to being:

• Passionate about solving problems that will help the business, even when beyond your core role

• An active listener with superb 'discovery' skills and the ability to deeply dive into a customer’s problems in order to help solve them

• Collaborating with the company's to access and define their goals, problems and needs to align the Pluralsight solution to this

• Consistently demonstrate alignment to Pluralsight's culture & values in how you behave both internally and externally

• Driven, self-motivated with high level of resourcefulness and integrity

• Results-oriented mentality

• Self-aware and collaborative in your style and approach

What you’ll do:

• Demonstrate & implement internal sales methodology on deals

• Develop multi-level relationships with customers and create a clear contact map for each client within all lines of business

• Build quarterly victory plans, looking at internal capability, external market dynamics, short and long term opportunities

• Delivering product demonstrations and presentations to Economic Buyer

• Prospect to build a strong pipeline and strong relationships with prospects

• Close new business consistently at or above quota level

• Develop in conjunction with your leader a strategic plan for the territory to execute against

• Passionate to share Pluralsight solution's value to prospects

• Implement social selling tactics in prospecting to ensure the Pluralsight brand is well represented

• Listen to the needs of the market and share insights with product and marketing teams

• Ability to effectively build trust-based relationships with senior-level sales professionals

• Proactively handle the activity across your territory, achieving Meeting KPI’s, and ensuring all opportunities are updated regularly within our CRM system.

• Handle any inbound leads in a timely manner, using MEDDPICC Value selling discovery techniques to drive high win rates.

• Using data to drive persuasive strategic customer conversations

• Understand the full customer lifecycle and be proficient in all areas of the sales lifecycle

Experience you’ll bring:

• 1+ year relevant job experience in a similar role, Business Development or account management within technology or software industry

• Proven track record of outstanding sales success including full sales cycle closing experience

• Experience with Salesforce or similar CRM tools preferred

• Understanding and experience in selling to Learning & Development, IT and Creative decision makers preferred

• Excellent interpersonal and communication skills (verbal & written) including outstanding telephone presence

• Savvy business and financial focus

• Self-motivated, accountable approach, combined with strong sense of teamwork

• Affinity for technology required

• Ability to forecast accurately to ensure you are in control of your book of business

• Able to exercise discretion and independent judgment

• Understands various stages of typical solution sales cycle

• Follows through on actions, personifies 'being your word'

• Flexible and adaptable to change

• Strong organizational skills

• Ability to develop and execute a territory plan

• Results oriented: organizational, team, personal

• Ability to lead, influence and guide a solution sale using 3 Why’s and MEDDPICC or similarly effective value based selling framework.

Requirements:

• Hybrid Work Model: This role follows a hybrid schedule, with on-site work at our Dublin, Ireland office Wednesday and Thursday and remote flexibility on Mondays, Tuesdays and Fridays. This approach helps us collaborate more effectively, make decisions more quickly, and build a stronger culture, while still providing flexibility.

• Travel: Travel expectations differ by role. Some quota-bearing sales positions involve limited travel, while others may involve travel of up to 40%, depending on business needs.

Why you’ll love working here:

• We work in a blended environment that supports collaboration, flexibility, and connection across teams.

• We are mission-driven, shaping the future of tech upskillling and delivering impact that matters.

• We foster a culture of inclusion and belonging, where everyone can contribute and thrive.

• We are always learning, creating an environment where you can take on new challenges, expand your skills, and grow with purpose.

• Benefits include competitive compensation, bonus eligibility, comprehensive medical coverage, unlimited PTO, wellness reimbursement, professional development funds, and more.

About us:

Pluralsight provides the only learning platform dedicated to accelerating the technology skills and capabilities of today’s tech workforce. Thousands of companies, government organizations and individuals around the world rely on Pluralsight to support critical technology skill development in areas that are crucial to innovation including artificial intelligence, cloud computing, cybersecurity, software development, and machine learning. Pluralsight provides highly curated content developed by vetted technology experts, industry leading skill assessments, and hands on, immersive learning experiences designed to help individuals skill-up faster.

Physical Requirements:

This role is primarily performed in an office or home office setting and involves standard computer-based work.

EEOC Statement & Accommodations Statement:

Bring yourself. Pluralsight is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status. We also consider qualified applicants with criminal histories, consistent with EEOC guidelines and local laws.

If you need an accommodation to apply, interview, or perform essential job functions, please visit the bottom of our website to learn how to request an accommodation. Learn more about our commitment to diversity, equity, inclusion, and belonging in our DEIB Report.

Recruiting Scam Notice:

Please be aware of recruiting scams. We’ll only contact you from an @pluralsight.com email or verified channels. We never ask for sensitive personal info or payments as part of the hiring process. All openings are posted on our Careers page.

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