Description:
As an SMB Account Executive at Pluralsight, you will drive Pluralsight's future growth engine by establishing relationships with prospective SMB clients across the full EMEA and APAC region and turning them into happy Pluralsight users. You’ll be responsible for a large volume of book of new business (as the first point of contact for many new and growing businesses interested in Pluralsight) and handle the full sales cycle right through to onboarding new users.
You are an adept salesperson, capable of engaging in business-level and technical conversations at multiple levels of the organisation, including CTO, COO, and CFO. You have experience working with small/medium businesses. You have an understanding of the buyer journey and can lead short, single stakeholder deals as well as complex multi-party sales in a highly consultative manner. You are used to building value in competitive situations and enjoy working on products that require deep product understanding, combined with technical knowledge. Finally, you’ll develop scalable strategies and repeatable processes that enable us to amplify the number of new SMB businesses joining Pluralsight.
If you’re hungry, hard-working, persistent, and a great teammate, we want to hear from you!
Who You’re Committed To Being
- Passionate about solving problems that will help the business, even when beyond your core role
- An active listener with superb 'discovery' skills and the ability to deeply dive into a customers problems in order to help solve them
- Collaborating with the company's to access and define their goals, problems and needs to align the Pluralsight solution to this
- Consistently demonstrate alignment to Pluralsight's culture & values in how you behave both internally and externally
- Driven, self-motivated with high level of resourcefulness and integrity
- Results-oriented mentality
- Self aware and collaborative in your style and approach
What You’ll Do
- Demonstrate & implement internal sales methodology on deals
- Develop multi-level relationships with customers and create a clear contact map for each client within all lines of business
- Build quarterly victory plans, looking at internal capability, external market dynamics, short and long term opportunities
- Delivering product demonstrations and presentations to Economic Buyer
- Prospect to build a strong pipeline and strong relationships with prospects
- Close new business consistently at or above quota level
- Develop in conjunction with your leader a strategic plan for the territory to execute against
- Passionate to share Pluralsight solution's value to prospects
- Implement social selling tactics in prospecting to ensure the Pluralsight brand is well represented
- Listen to the needs of the market and share insights with product and marketing teams
- Ability to effectively build trust-based relationships with senior-level sales professionals
- Proactively handle the activity across your territory, achieving Meeting KPI’s, and ensuring all opportunities are updated regularly within our CRM system.
- Handle any inbound leads in a timely manner, using Value selling discovery techniques to drive high win rates.
- Using data to drive persuasive strategic customer conversations
- Understand the full customer lifecycle and be proficient in all areas of the sales lifecycle