Senior Commercial Account Executive

Role Overview

• Meet and exceed sales quotas
• Close customer contracts ranging in size up to $500K+, build and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities.
• Understand quote to cash process (Quote, PO, Invoice, Payment).
• Travel up to 25%.
• Own your business: Increase sales, develop leads, and close opportunities
• Develop territory strategy plan and specific account plans, expand install base, create and execute demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight.
• Use proven negotiation skills to close all assigned opportunities with the ability to upsell additional revenue opportunities.
• Deliver compelling presentations to senior executives and decision makers.
• Establish yourself as a trusted advisor through being assertive, present, and relevant
• Build relationships with customers through all phases of the life cycle, identify and care for customer needs, maintain accuracy in Salesforce, develop process for a meaningful customer experience, prospecting, developing, managing, and executing a territory plan to support lead generation, full sales cycle management.
• Leverage internal and external tools to maximize customer information
• Maximize success with world class SaaS toolkit (access to Salesforce, Outreach, Sales Navigator, Discover.org, CPQ), provide feedback on pre-sales issues and competitive trends, use sales tools to identify and profile, quote, invoice, and collect revenue from customers, curate customer testimonials.
• Plus, organize your daily execution while balancing multiple priorities simultaneously.

Requirements

• 5+ years B2B SaaS experience with Enterprise/Fortune accounts
• Sold SaaS into a C-Suite and with customers through all phases of the life cycle
• Track record of exceeding quota
• Building your large network/connections of IT leaders in Large Enterprise businesses
• Experienced in negotiating multi-year recurring revenue contracts, and sales cycles with varying durations
• Solution sales experience in identifying market size and focus
• Developing sales pipelines, accurately forecasting penetrating new accounts, driving the sales process within a relationship selling environment
• Sales cycle expertise
• sales process planning, forecasting, prospecting, communication, negotiation, presentation
• Background in business development and heavy prospecting with the ability to create new opportunities in ways where others have not
• Strong presentation/public speaking skills

Benefits

• competitive compensation packages
• medical coverage
• unlimited PTO
• wellness reimbursements
• Pluralsight subscription
• professional development funds