Strategic Account Executive

Job Description:

As a Strategic Account Executive on our team, you'll be responsible for the total commercial success and outcome of approximately 8-12 large customers and includes responsibility for the renewal and expansion of recurring revenue. You will work closely in partnership with a Customer Success Manager as well as an extended support team including a Technical Account Manager to ensure the customer engagement is successful.

• You enjoy learning and are open to new ways of doing things.
• You are not afraid to be yourself, experiment, make mistakes and learn from them, ask questions, or voice your concerns.
• When communicating you are self-aware, insightful, and proactive.
• You are a team member first and individual contributor second. You are aware that high-performing teams are only as strong as their weakest link.
• You believe in continuous improvement and request frequent feedback from others.

• Leverage MEDDPICC and the Three Whys framework across books.
• Develop and implement effective account strategies and plans for each customer.
• Ownership of the full sales cycle for both renewals and new business within each account.
• Dedicate consistent weekly blocks to outbound prospecting to build and maintain a high-velocity top-of-funnel pipeline.
• Effectively build relationships and active engagement with a broad range of stakeholders on the customer and Pluralsight side, including executive alignment.
• Research and understand the customer’s business and serve in a consultative capacity to align Pluralsight’s solutions to help the customer achieve their strategic objectives.
• Financial and sales activities including developing proposals, business cases, forecasting, negotiating business terms, contracts and guiding all activities related to the commercial transactions.

• Value-based, strategic sales skills. Pluralsight leverages the Meddpicc and Three Whys framework to establish a deep understanding of customers’ needs and challenges. This ensures we tightly align and deliver strong value and business outcomes.
• Ability to successfully navigate and manage large, complex accounts.
• Strong communication skills, both written, verbal and presentation.
• Team leadership to help formulate and execute an account and customer support plan.
• Proven strategic negotiation and closing skills with a successful track record of navigating stakeholders within large complex organizations and internally.
• Up to 50% travel to customer meetings (in-person meetings are a KPI).
• Knowledge of the Learning SaaS (LMS/LXP) landscape and competitive market is a strong plus but not required.

• Requires a minimum of 12+ years of related or equivalent experience; or 8+ years with an advanced degree.
• Experience selling in a SaaS organization, ideally with multi-year SaaS contracts into the C-Suite.
• This is a remote role; however, applicants located within 45 miles of our Westlake/Dallas, TX office should expect to work on-site Tuesday through Thursday, with remote flexibility on Mondays and Fridays. This approach enables more effective collaboration, quicker decision-making, and a stronger culture, while still providing flexibility.
• Travel: This role is expected to travel up to 50% to in-person customer meetings.

• We’re a blended workplace, where team members work remotely or in a hybrid setup depending on their role and location
• We’re mission driven and guided by our culture pillars
• We have a strong commitment to diversity and belonging
• We cultivate a culture of trust, autonomy, and collaboration
• We’re lifelong learners and champion team member growth and advancement
• We’ve got you covered - team member benefits include competitive compensation packages, medical coverage, unlimited PTO, wellness reimbursements, Pluralsight subscription, professional development funds and more.

Pluralsight provides the only learning platform dedicated to accelerating the technology skills and capabilities of today’s tech workforce. Thousands of companies, government organizations and individuals around the world rely on Pluralsight to support critical technology skill development in areas that are crucial to innovation including artificial intelligence, cloud computing, cybersecurity, software development, and machine learning. Pluralsight provides highly curated content developed by vetted technology experts, industry leading skill assessments, and hands on, immersive learning experiences designed to help individuals skill-up faster.

This role is primarily performed in an office or home office setting and involves standard computer-based work.

Bring yourself. Pluralsight is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status. We also consider qualified applicants with criminal histories, consistent with EEOC guidelines and local laws.

If you need an accommodation to apply, interview, or perform essential job functions, please visit the bottom of our website to learn how to request an accommodation. Learn more about our commitment to diversity, equity, inclusion, and belonging in our DEIB Report.

The annual US base + variable range for this role is $256,000 - $320,000 USD. Actual compensation will depend on location, skills, experience, and other factors. Additional benefits and bonuses may apply.

Applications must be submitted within 90 days after the initial posting date to be considered.

Please be aware of recruiting scams. We’ll only contact you from an @pluralsight.com email or verified channels. We never ask for sensitive personal info or payments as part of the hiring process. All openings are posted on our Careers page.

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