Commercial Account Executive

Company Description

Founded in 2004 and trusted by Fortune 500 companies, Pluralsight is the technology learning platform organizations and individuals in 150+ countries count on to innovate faster and create progress for the world.


Working at Pluralsight

At Pluralsight, we believe everyone should have the opportunity to create progress through technology. That everyone should have access to the skills of tomorrow. That technology can make the world a better place. Through the work we do everyday, we empower the people who power our world.


And we don’t let fear, egos or drama distract us from our mission. We’re adults, and we treat each other that way. We have the autonomy to do our jobs, transparency to eliminate office politics and trust each other to do the right thing. We thrive in an environment with creativity around every corner, challenges that keep us on our toes, and peers who inspire us to be the best we can be. We bring different viewpoints, backgrounds and experiences, and united by our mission, we are one.



Job Description

The Commercial Account Executive (AE) is responsible for closing sales revenue within both existing and new logo accounts.  The role is predominantly an outbound inside sales role where the AE will be responsible for lead generation/opportunity creation and renewing/growing existing accounts across the UK and Europe.  

The AE will work closely with Sales Management to proactively develop and execute a territory plan - including all inbound and outbound selling efforts, develop executive relationships, and accelerate strategic sells motion.  

The AE will engage with accounts mainly via email and telephone. The AE is responsible for revenue growth within assigned territory and to ensuring all key metrics are delivered. 

The Role:

Sales Execution

  • Prospect account base for new opportunities.   

  • Grow revenue with existing accounts within assigned territory.

  • Build and grow pipeline to sustain and deliver sales goals.

  • Provide accurate sales forecast.

  • Target and win new accounts.

  • Work with extended team to develop and execute territory sales strategy to win net new customers.

  • Create and execute demand generation plans within territory.

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.

  • Utilise process to ensure high touch and meaningful communication.

  • Establish a trusted advisor role with accounts by being assertive, present and relevant.

Support and Reporting

  • Provide feedback on pre-sales issues and competitive trends.

  • Use sales tools to identify and profile within assigned territories.

  • Understand quote to cash process (Quote, PO, Invoice, Payment).

  • Leverage internal and external tools to maximise customer information.

Territory Management

  • Increase sales, develop leads, and closes opportunities.

  • Collaborate and leverage extended resources to provide right time resources.

  • Build ecosystem of customers, authors, analysts, etc., to increase value to territory.

  • Develop territory strategy plan and specific account plans with extended team.

  • Be accountable for actions and report progress with territory team.

Some travel required.

Qualifications

  • Experience in solution oriented value-based commercial or enterprise sales.

  • Exceptional track record of sales performance.

  • 3-5 years SaaS sales experience

  • Proficient using Salesforce.com and LinkedIn.

  • Proven experience successfully prospecting and closing new business sales.

  • Excellent verbal and written English communication skills.

  • Experience in selling SaaS software solutions to to IT decision makers.

  • Experience with complex sales cycles and sales opportunities that include multiple decision makers and influencers.

  • Strong organisation skills to work dozens of opportunities simultaneously.

  • Ability to use consultative, solution selling, and business development skills at the CXO level.

  • Highly skilled business development and negotiation skills at CXO level.

  • Ability to gain in-depth knowledge of client's’ business, organisational structure, business processes and financial structure.

  • Ability to demonstrate excellent presentation and communication skills at the client CXO level. 

Additional Information

Be 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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