Enterprise Account Executive - c

Enterprise Account Executive - Australia Melbourne

Enterprise Account Executive, MEDDPICC, SaaS, C-Suite, Value Based Selling, Enterprise Sale, Acquisition, Overachieving revenue targets of 1M+, Acquisition

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Experience level: Mid-senior

Experience required: 10 Years

Education level: All education level

Job function: Sales

Industry: E-Learning

Compensation: View salary

Total position: 1

Relocation assistance: No

Visa sponsorship eligibility: No

About us:

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.

Job Description:

An Account Executive Team is responsible for the revenue expansion of their accounts in the region. With identified accounts, the incumbent will ensure revenue growth, customer success and long-term partnership with assigned customers. You will also work closely with and provide direction to the extended account team (solution engineers, business development reps and customer success managers), to identify the best 'plan of attack', increase efficiencies, and develop winning tactics and strategies for your accounts.

Who you’re committed to being:

• Meet and exceed sales quotas -
• Own your business: Increase sales, develop leads, and close opportunities
• You are Self-motivated and a self-starter.
• When communicating you are self-aware, insightful, and proactive.
• You believe in continuous improvement and request frequent feedback from others.

What you'll do:

• Ownership of the full sales cycle from lead to close with Enterprise business customers
• Effectively build trust-based relationships with senior-level sales professionals
• Identify and understand the customer’s strategy and the related capability and skills requirements
• Help educate customers on the value of Pluralsight throughout the adoption cycle through jointly developed and agreed success criteria and provide recommendations based on customers’ business needs and usage patterns
• Develop and set a strategy aligned to the goals set that enables Pluralsight ‘s growth within existing businesses and building new business opportunities

Experience you'll bring

• Expert on Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling.
• Experience managing a pipeline of / and closing 6 figure+ deals in the largest accounts.
• Understanding of MEDDPICC methodology
• 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 stakeholders within large complex organizations and internally.

Requirements:

• Requires a minimum of 10 years of related or equivalent experience.
• Preferable experience selling in a SaaS or EdTech organisation, ideally with multi-year SaaS contracts into the C-Suite.
• The ability to travel up to 30% of the time
• Travel: Travel expectations differ by role. Some quota-bearing sales positions involve limited travel, while others may involve travel of up to 40%, depending on business needs.

Why you’ll love working here:

• 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 values-guided.
• 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.
• A collaborative, fun 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)

MUST HAVE:

• Requires a minimum of 10 years of related or equivalent experience.
• Expert on Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling.
• Experience managing a pipeline of / and closing 6 figure+ deals in the largest accounts.
• Understanding of MEDDPICC methodology
• Proven strategic negotiation and closing skills with a successful track record of navigating stakeholders within large complex organizations and internally.
• Preferable experience selling in a SaaS or EdTech organisation, ideally with multi-year SaaS contracts into the C-Suite.
• The ability to travel up to 30% of the time
• Travel: Travel expectations differ by role. Some quota-bearing sales positions involve limited travel, while others may involve travel of up to 40%, depending on business needs.