Enterprise Account Executive - DACH

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

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.

Sales Execution

  • 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

Territory Management

  • 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

  • Entrepreneurial mindset

  • 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

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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