Enterprise Account Executive - DACH
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.
Pluralsight is experiencing rapid growth across Europe due to our ability to significantly impact our customers Digital Transformation by providing their internal technology teams with the tools to learn new technologies and deliver business critical projects.
Our ability to secure new customers and support, manage and grow our existing customer base is critical to maintain and continue our explosive growth. A hugely business critical area that has significant potential is the Enterprise sector in DACH where we require continued focus to build on our existing success. This new role is an exciting opportunity for a serious sales professional to make a significant impact and establish a new revenue stream.
The Enterprise Account ExecUtive is a field sales role, responsible for growing existing business within Enterprise companies that have a TAM (total addressable market) of over 3000 IT professionals.
The Enterprise Account Manager possesses a deep understanding of IT market trends, influences, dynamics, and operational architecture which they will use to partner with Commercial Inside Sales in Farmington, Utah and Enterprise Sales in the UK/EMEA.
What you'll own:
Identify a target list of existing customers, with the help of sales management, who have the potential to utilise a higher number of Pluralsight licences.
Identify key decision makers and lead a sales campaign to engage with them to develop long-term relationships with the goal of increasing their Pluralsight usage.
The Account Manager will engage accounts primarily through sales activities such as telephone, e-mail and other tools and tactics.
Relationship building will be focused on key influencers and decision makers.
The objective is to establish Pluralsight as the primary training solution for the organisation’s developers, IT, and creative professionals.
Exceed assigned sales goals and metrics
Build and grow pipeline to sustain and deliver sales goals
Provide accurate sales forecast
Prospect account base for new opportunities
Identify and win new business accounts through effective account development
Engage in solutions and value-based business conversations to influence customers and, ultimately, close sales
Customer Relationship Management
Build relationships with customers through all resources and phases of the life cycle
Identify and care for customer needs, business objectives, and success criteria
Maintain and leverage accurate customer records within Salesforce CRM tool
Develop process to ensure meaningful customer touch and experience
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 the process of quoting, invoicing and collecting revenue from customers
Leverage internal and external tools to maximize customer information
Acquire customer testimonials and references for external publication
Develop territory strategy plan and specific account plans
Expand install base and acquire net new customers
Create and execute demand generation plans within territory
Increase sales, develop leads, and close opportunities
Be accountable for actions and report progress
Who you are:
5+ years of B2B sales experience, preferably selling SaaS solutions
University degree preferred
Proven track record of exceptional sales success
Experience with Salesforce or similar CRM tools preferred
Understanding and experience in selling IT training solutions to Learning and Development, IT and Creative decision makers preferred
Excellent interpersonal and communication skills (verbal & written) including outstanding telephone presence, multilingual preference
Strong business and financial acumen
Self-motivated, accountable approach, combined with strong sense of teamwork
Affinity for technology required
Able to exercise discretion and independent judgement
Understands various stages of typical solution sales cycle
Ability to follow through and meet deadlines
Flexible and adaptable to change
Strong organisational skills
Ability to develop and execute a territory plan
Goal oriented: organizational, team, personal
Must demonstrate ability to lead, influence and guide a solution sale
Willingness to travel
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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