Federal DOD Account Executive

Job Description:

The Federal Account Executive is tasked with driving revenue growth and managing customer relationships within DoD Army accounts in an assigned territory, ensuring the achievement of all key performance metrics. This role demands strong executive-level selling skills in a customer-facing capacity. The Federal Account Executive will collaborate closely with Business Development, Marketing, Professional Services, and Customer Success teams to proactively develop and implement a comprehensive territory plan. This includes leading all inbound and outbound sales efforts, cultivating executive relationships, and accelerating strategic sales initiatives.

Who you’re committed to being:

• Customer Education and Value Communication: Guide customers through the adoption cycle by educating them on the value of Pluralsight, co-developing success criteria, and providing tailored recommendations based on their business needs and usage patterns.

• Strategic Growth: Develop and execute a strategy that aligns with set goals, driving Pluralsight’s growth within existing accounts and generating new business opportunities.

What you’ll do:

• Full Sales Cycle Ownership: Manage the entire sales process from lead generation to closing deals with Federal/DoD Army business customers.

• Relationship Building: Establish and nurture trust-based relationships with senior-level professionals within the customer’s organization.

• Customer Strategy Alignment: Identify and comprehend the Mission Partner’s strategic objectives and the corresponding capability and skills requirements.

• Pipeline Development and Sales Process Management: Build and maintain a robust sales pipeline, accurately forecast, penetrate new accounts, and drive the sales process within a relationship-based selling environment.

Experience you’ll bring:

• Pipeline and Contract Management: Proven experience managing a sales pipeline and closing Federal and DoD contracts.

• SaaS Government Sales Expertise: Demonstrated experience in selling SaaS solutions to government executives (e.g., CIO, CTO, HR) through all phases of the sales cycle, including negotiating multi-year recurring revenue contracts.

• CRM Proficiency: Proficient in using Salesforce or other CRM tools for managing customer relationships and sales processes.

• Working knowledge of how to navigate DCWF/8140 compliance requirements.

• Solution Sales Experience: Strong background in solution sales, with the ability to identify market size and focus on strategic opportunities.

• Sales Cycle Expertise: In-depth knowledge of the sales process, including planning, forecasting, prospecting, communication, and presentation skills.

• Business Development and Prospecting: Extensive experience in business development, with a strong emphasis on prospecting and creating new opportunities.

• Preferable experience selling in a SaaS organization, ideally with multi-year SaaS contracts into the C-Suite.

• The ability to travel, while not required is encouraged

Requirements:

• Requires a minimum of 5 years of related or equivalent experience; or 3+ years with an advanced degree.

Why you’ll love working here:

• We’re remote- and hybrid-friendly

• 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 and Summer Fridays, wellness reimbursements, Pluralsight subscription, professional development funds and more.

Travel Requirements:

While Pluralsight operates under a remote and hybrid work model, we believe that in-person connection and collaboration are important. Recurring travel to our HQ in Utah may be required depending on the role and team member location.

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 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 and Summer Fridays, wellness reimbursements, Pluralsight subscription, professional development funds and more.

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.

Physical and Mental Requirements:

Work is performed in an office (or home office) environment and requires the ability to operate office equipment and keyboards. Sedentary work. Repetitive work. Ability to perform tasks related to documentation, data analysis, transcription and extensive content analysis. Learn new tasks, remember processes, complete tasks independently, and make timely decisions in the context of a workflow.

EEOC Statement:

Bring yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, sexual orientation, gender identity, disability, age or protected veteran status. Pluralsight will also consider for employment qualified applicants with criminal histories in a manner consistent with EEOC guidelines and applicable local law.

We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please visit the bottom of our website to learn how to request an accommodation.

For more information on Pluralsight’s commitment to building a more diverse and inclusive workforce, please review our most recent Diversity, Equity, Inclusion and Belonging report here.

The annual base salary + variable for this role is $228,800 - $254,200 USD. Pluralsight's pay ranges vary based on work location. Talent Acquisition can share more detail during the hiring process when applicable. Each candidate’s compensation offer will be based on multiple factors including, but not limited to, geography, experience, skills, job duties, and business need, among other things. In addition to the base salary and variable, this role may also be eligible for benefits and bonuses.

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

Applications will be accepted on an ongoing basis.

Please be aware of recruiting scams that may impersonate Pluralsight. These unauthorized parties may use our name, logo, and employee information to solicit personal information or payments from job seekers under the guise of employment offers. Please note the following:

• Pluralsight will only contact candidates through official channels, such as emails from the @pluralsight.com domain or direct messages via our verified profiles (e.g., LinkedIn).

• We will never request payment, banking information, or personal documents (such as your social security number or passport) as part of the application process.

• All legitimate Pluralsight job openings are posted on our Careers page, and our hiring process is outlined in detail on our How We Hire page.

If you receive a suspicious message claiming to be from or about Pluralsight, we encourage you to contact us directly via recruiting@pluralsight.com to verify its authenticity.

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