SVP, Federal Sales

This position is also available for employment in these areas:
Remote - Virginia, Remote - Virginia (DC Metro Area)
Job Description:
At Pluralsight, we see first-hand every day how technology makes the impossible possible. We believe everyone should have the opportunity to create progress through technology and develop the skills of tomorrow. Make the decision to be part of a mission-driven company that is changing the world.

• Sell a proven, industry-leading product that addresses a must-solve business problem.
• Have confidence representing a product customers love, with world-class net retention.
• Feel passionate about your career growth inside a company with outstanding growth rates, addressing a $31 billion market opportunity.

Pluralsight is the leading technology workforce development company. Over the last decade, we have transformed the tech skills development market, forever changing the way individuals and companies approach the never-ending need to learn tomorrow's tech skills. Through tech skill development, we help companies build better products, and we empower individuals to grow their skills and their careers. We're hiring sales people that want to make a significant impact in the world. Join us and help individuals and companies develop the tech skills of tomorrow.
What makes our Revenue Team amazing

• A collaborative, not cut-throat sales environment
• We build extraordinary salespeople through an emphasis on coaching, personal development, and growth
• World-class enablement to support our entrepreneurial AEs - resources and processes that support the sales (versus getting in your way)
• Comp packages that recognize performance with obtainable OTEs, uncapped commission, and realistic quotas
• Unlimited PTO + an additional Recharge Week off every quarter
• 16+ weeks parental leave (16 weeks + 6 weeks flex time for primary caregiver)
• Comprehensive medical (incl. mental health, infertility, and bariatric coverages) and fully paid dental/vision
• Hybrid work models, blending the best of work-from-home independence and in-office team collaboration

The Opportunity
We are in search of a highly skilled, results oriented SVP Federal Sales with a strong desire to succeed in a dynamic, hyper growth, SaaS environment. This role will provide a vision and creative solutions in leading our Federal sales team. This individual will leverage their leadership skills and experience, incorporate Pluralsight's sales methodology, to ensure effective sales execution, team development and customer success.
Who you are:

• Enthusiastic and creative leader with the ability to inspire others
• Deep understanding of value drivers in recurring revenue business models
• Ability to manage influence through persuasion, negotiation and agreements of distinction
• Being able to expertly multi-task numerous sales projects simultaneously, while ensuring revenue targets are met
• Strong communication, presentation, problem solving and analytical skills
• Team oriented and driven to help others succeed

What you'll own:

• Successfully lead, coach, develop and manage the Federal Enterprise Account Executives, ensuring that the team achieves and exceeds their sales goals leveraging your strong background and network within the Federal space.
• Delivering regular and accurate forecasts and ensuring monthly, quarterly and annual targets are achieved.
• Drive executive relationships at the CxO level, and successfully support large complex sales cycles in the Federal space.
• Build strong relationships internally particularly within the broader sales and customer success functions
• Engage and develop senior CxO client/prospect relationships, in partnership with the Federal Enterprise Account Executives, to establish, drive and grow strategic relationships
• Partner closely with across all key business orgs (Strategy, Marketing, Product, Content, etc.) to create possibilities in all you do
• Formulating and implementing a strategic sales strategy, processes and reporting/analytics to improve and measure performance and efficiency
• A deep understanding of industry trends, product capabilities and customer requirements to drive business performance
• Living and breathing our values to guide your decisions and interactions with both internal and external stakeholders

Experience you'll need:

• You have proven experience leading best-in-class sales teams plus exceeding quotas from $20-$50M within the Federal vertical
• Depth of experience (10+ years or equivalent experience) in sales, preferably in a SaaS organization.
• Federal government (Civilian and DoD) and Systems Integrator market knowledge and 10+ years of Federal sales experience
• A solid understanding of the Federal government procurement process
• Federal executive relationships are a plus
• You're an expert on Value Selling
• Experience managing a pipeline and closing large contracts
• Excellent verbal, written and presentation communication skills both with customers and within Pluralsight
• Proven strategic negotiation and closing skills with a successful track record of navigating with all stakeholders within large complex organizations and at Pluralsight
• You are able to think in scenarios and multiple steps ahead and observe and mitigate risks early
• Takes an active interest in increasing customer value and satisfaction and deepening customer relationships
• Ability to travel is a requirement

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