Federal Account Executive
Company: Pluralsight, LLC
Location: Richmond
Posted on: March 19, 2023
Job Description:
Job Description:The Federal Enterprise Account Executive is
responsible for revenue growth in Federal DOE/NASA accounts and
ensuring all key metrics are delivered. The AE is a customer facing
position requiring executive-level selling skills. The AE will work
closely with Sales Development, Marketing, Professional Services,
and Customer Success departments to proactively develop and execute
a territory plan - including all inbound and outbound selling
efforts, develop executive relationships, and accelerate strategic
sales motions. The AE will engage with accounts via email,
telephone, face to face, and other online mediums. The AE will
provide direction and recommendations to extended territory team
and leadership to increase efficiencies, structure, and strategy of
the region, ensuring individual and team successWho you're
committed to being:
- You have extreme ownership of your business
- You are competitive with yourself, yet 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
dependable
- Strong verbal and written communicator, especially at the
executive level
- You are hungry for feedback and coachingWhat you'll own:
- Meet and exceed sales quotas
- Close customer contracts and grow pipeline, accurately
forecast, cold call and prospect account base for new
opportunities. Understand the 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 processes 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
simultaneouslyExperience you'll need:
- 5+ Years selling into Federal Civilian
- 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
- 3-5 years B2B SaaS experience with Enterprise/Fortune
accounts
- Public sector experience required
- Background in business development and heavy prospecting with
the ability to create new
- opportunities in ways where others have not
- Strong presentation/public speaking skillsBring 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.
Keywords: Pluralsight, LLC, Richmond , Federal Account Executive, Other , Richmond, Virginia
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