SLED Account Executive

Job Description:
The SLED (State and Local/Higher Ed) Account Executive is responsible for revenue growth in existing accounts and customer relationships within an assigned territory and ensuring all key metrics are delivered. This is a customer facing position requiring executive-level selling skills. The SLED Account Executive will work closely with Sales Development, Marketing, Professional Services, and Customer Success departments to proactively develop and implement a territory plan - including all inbound and outbound selling efforts, develop executive relationships, and accelerate strategic sales motions. The SLED Account Executive will provide direction and recommendations to extended territory team and leadership to increase efficiencies, structure, and strategy of the region, ensuring individual and team success.
The successful incumbent will exhibit strong funnel management, forecasting, and will be responsible to achieve monthly, quarterly and annual bookings and revenue targets.
The primary goal is to establish Pluralsight as a high quality and efficient technology skills solution for Government entities as well as Higher Ed institutions including students, faculty and staff.
Who you're committed to being:

• You have utmost ownership of your business
• You are collaborative with other team members up, down, and across the business
• You are autonomous - you like to understand the guidelines for success, partner with the business to get what you need, and then work entrepreneurially to get it done
• You are a consultative seller who is seen as a trusted advisor
• Self motivated, goal and detail oriented, persistent and diligent
• Strong verbal and written communicator
• You are with an appetite for feedback and mentorship

What you'll own:

• Meet and exceed sales quotas - Close customer contracts ranging in size up to $1M, build and grow pipeline, accurately forecast, cold call and prospect. This role is also responsible for new logo acquisition where much of your time will be spent in prospecting new logos in SLED. Understand quote to cash process (Quote, PO, Invoice, Payment).
• Own your business: Increase sales, develop leads, and close opportunities - Develop territory strategy plan and specific account plans, expand install base and acquire net new customers, create and implement demand generation plans within territory, be accountable for all aspects of taking down the number, as if you truly owned Pluralsight. Be able to deliver compelling presentations to senior executives and decision makers. Travel up to 50%.
• Establish yourself as a trusted advisor through being assertive, present, and relevant - Establish relationships with customers through all phases of the life cycle, identify and care for customer needs, maintain accuracy in Salesforce, develop process for meaningful customer experience, Prospecting, developing, managing, and driving a territory plan to support lead generation.
• Leverage internal and external tools to increase customer information - Improve success with premier SaaS toolkit (access to Salesforce, Salesloft, Demandbase, 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.

Experience you'll need:

• 5+ years selling SaaS into government executives, i.e., CIO, CTO, HR through all phases of the life cycle. Experience negotiating multi-year recurring revenue contracts, and sales cycles with varying durations
• Track record of exceeding quota
• Experience with Salesforce or other CRM tool
• 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, presentation
• Background in business development and heavy prospecting with the ability to create new opportunities
• Proven understanding of relevant technology and platforms including web-based software applications and SaaS environments
• Strong verbal and written communication skills, especially at the executive level
• Strong eye for business and ability to analyze data to address customer situations
• Understanding of value drivers in recurring revenue business models
• Experience working with Channel Partnerships, Resellers, Gov Contracts a plus

Candidates must be located in California, ideally Sacramento area
Our Perks & Benefits
To support you at work and play, our perks and benefits include ample time off, Pluralsight Licenses, Summer Fridays, and so much more.
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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