Director, Commercial Sales - Dublin

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 Director of Commercial sales will lead a team of Commercial Account Managers, and will be responsible for setting and executing Pluralsight’s commercial sales strategy for a subregion / set of countries in EMEA. This leader will assume responsibility for a growing sales team to help drive complex deal transactions with revenue accountability that exceeds $10MM annually.  

This Director of Commercial Sales will also be a crucial memeber of our initial team in Dublin.  S/he will help exemplify the best of Pluralsight.  The Director is committed to living the values, recruiting and onboarding great sales professionals, and establishing a cohesive, results-oriented team in Dublin.  S/he has a track record of exceptional performance, is passionate about our mission, and is committed to build a great place to work

DETAIL OF RESPONSIBILITIES

Sales leadership

  • Manage the performance of the Commercial Account Executive team including: recruiting, hiring, training, onboarding, and professional development of individual team members

  • Drive overall sales process, set appropriate metrics for sales funnel management, and report on all aspects of the business to senior sales management

  • Work directly with the senior sales management team to set, shape, and execute strategies for driving sustainable billings growth in the region

  • Collaborate with senior leaders and other relevant stakeholders to create, implement and manage policies and procedures to effectively support the business

  • Supporting direct reports by participating and leading in client and prospect meetings and engaging other corporate resources as required

  • Conducting weekly forecast meetings & one-on-one reviews with direct reports, and provide tracking and sales forecasting to senior sales leadership

Sales execution

  • Manage and take accountability for negotiated non-standard contractual terms and conditions

  • Create and execute effective presentations, including corporate and solution capabilities, prospective client proposals, bid defense and business case/justification

  • Support the targeting, planning, positioning, and execution of commercial opportunity development efforts as necessary to maximize the probability of success

  • Maintain key customer relationships, develop and implement strategies for expanding the company’s customer base

  • Support Business Development efforts by attending industry conferences and events

  • Support the planning and execution of marketing events in territory

  • Travel up to 50%

Qualifications

What you need to succeed

  • Passion about Pluralsight’s mission - you eat, sleep and breathe our cause: Creating Progress Through Technology that Lifts the Human Condition.

  • Strong leadership with the ability to create a compelling vision for success and inspire the team to deliver exceptional results

  • Scrappy, entrepreneurial approach to everything you do!

  • Demonstrable, successful track record with a minimum of 10 years’ experience in software sales and ideally a minimum of 7 as a software sales manager (if you are slightly wide of this, talk to us anyway).

  • Strong negotiation skills and proven experience of successfully selling to and closing 6-figure contracts at the VP and CxO level; familiarity with SaaS solutions for technical education is preferred

  • Strong interpersonal and communication skill-set; in addition, must have the ability to synthesize complex business challenges and create clear solutions and messages for audiences at various levels of sophistication

  • Must be a team player, able to handle ambiguity, anticipate and react to changes in a rapidly evolving environment

  • Consistent overachievement of quota and revenue goals as a sales leader

  • Proven track record of building satisfied, loyal and reference able customers

  • Strong track record of recruiting, training/developing and retaining high performing sales talent

  • Ability to to listen, think logically, strategically, and tactically to solve complex problems

  • Self-motivated, demonstrating an ability to assume responsibility and work autonomously

  • Successful track record of planning, executing and closing business from field events

  • Strong operational and analytical abilities

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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