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Director, Commercial Acquisition

Pluralsight

Pluralsight

United States · Remote
Posted on Saturday, September 16, 2023

Job Description:

The Director, Commercial Acquisition will be responsible for executing Pluralsight’s sales strategy for the West Region in North America, assuming responsibility for the Acquisition sales team to help find new business in the Commercial space. This leader will need to demonstrate a proven track record of success in software sales using a value-driven sales approach. The ideal candidate will possess strong sales leadership experience, having sold software solutions to commercial and enterprise companies at the Director, VP and C level. The leader must be a sales practitioner and have significant and relevant experience in the following areas: prospecting, territory alignment, account mapping, account penetration, sales motion creation, close plans, negotiation, forecasting, coaching and the delivery of the sales revenue target. This position will report to the VP of Commercial Sales.

Who you’re committed to being:

  • You use data, empathy and good judgment to approach business and people opportunities

  • You are an amazing communicator and effective influencer. People trust and follow you.

  • Persistent Problem-Solver- You know where we want to be and as the business changes, you find ways to create solutions along the way that get us closer to our ultimate goal

  • 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 an amazing communicator and effective influencer. People trust and follow you.

  • Persistent Problem-Solver- You know where we want to be and as the business changes, you find ways to create solutions along the way that get us closer to our ultimate goal

  • You are a team player, able to handle ambiguity, anticipate and react to changes in a rapidly evolving environment

  • You have the ability to listen, think logically, strategically, and tactically to solve complex problems

  • You are self-motivated, demonstrating an ability to assume responsibility and work autonomously

What you’ll own:

  • Leadership - Coach, develop and mentor 8 Commercial Acquisition Account Executives including: recruiting, hiring, onboarding, training, and professional development of individual team members. Support your team by participating and leading in client and prospect meetings and engaging other corporate resources. Conduct weekly forecast meetings & one-on-one reviews with team members. Monitoring and tracking the sales activity at team and individual levels. Lead the team’s sales process, manage appropriate metrics/KPI’s for sales funnel management. Plan and manage at both the strategic and operational levels. Have a proven track record of recruiting, training/developing and retaining high-performing sales talent.

  • Meet and exceed sales quotas - Guide your team to close customer contracts ranging in size from $20k to $300k a year in ARR, build and grow pipeline, accurately forecast, cold call and prospect account base for new opportunities, identify and win new business accounts. Maintain key customer relationships, develop and implement strategies for expanding Pluralsight’s customer base. Support business development efforts by attending industry conferences and events.

  • Own your business: Increase sales, develop your team, and help close opportunities - Set and execute an aggressive customer acquisition strategy to generate annual growth in revenue and bookings for the region. Manage and take accountability for negotiated non-standard contractual terms and conditions. Provide detailed and accurate sales forecasting and reporting on all aspects of the business to Sales Leadership. Create and execute effective programs to develop your Team’s talent and skills.

  • Establish yourself as a trusted partner and collaborator with internal leaders - Build relationships with cross functional teams and partners, including Marketing, Business Development, Revenue Operations, Partnerships, and People Ops to ensure you and your team are adequately resourced for success.

  • Leverage internal and external tools to develop effective outbound strategies and management - Maximize success with a world-class SaaS toolkit (access to Salesforce, Outreach, Sales Navigator, Gong!, CPQ), provide feedback on pre-sales issues and competitive trends,

Experience you’ll need:

  • 3-5+ years Sales Management experience (preferably in B2B SaaS)

  • Track record of exceeding quota as an individual contributor and sales leader

  • Experienced in contracting negotiations

  • Value Selling and/or Solution Selling experience

  • Strong negotiation skills and proven experience of successfully selling to and closing $100,000+ contracts at the C-level; familiarity with SaaS solutions for technical education is preferred

  • 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

  • Strong interpersonal and communication skillset; in addition, must have the ability to synthesize complex business challenges and create clear solutions and messages for audiences at various levels

  • Sold enterprise software solutions to IT, Learning, and Engineering, and tech leader decision makers within the Engineering Org

  • Sold for products in the growth stage

Bring 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.

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