Strategic Account Manager

Job Description:

The Strategic Account Manager is responsible for the total commercial success and outcome of approximately 5 to 8 large customers and includes responsibility for the renewal and expansion of recurring revenue. You will work closely in partnership with a Customer Success Manager as well as an extended support team including a Technical Account Manager to ensure the customer engagement is successful

Who you’re committed to being:

• You enjoy learning and are open to new ways of doing things.
• You are not afraid to be yourself, experiment, make mistakes and learn from them, ask questions, or voice your concerns.
• When communicating you are self-aware, insightful, and proactive.
• You are a team member first and individual contributor second. You are aware that high-performing teams are only as strong as their weakest link.
• You believe in continuous improvement and request frequent feedback from others.

What you’ll do:

• Leverage Meddpicc and the Three Whys framework across book.
• Develop and implement effective account strategies and plans for each customer.
• Ownership of the full sales cycle for both renewals and new business within each account.
• Effectively build relationships and active engagement with a broad range of stakeholders on the customer and Pluralsight side, including executive alignment.
• Research and understand the customer’s business and serve in a consultative capacity to align Pluralsight’s solutions to help the customer achieve their strategic objectives.
• Financial and sales activities including developing proposals, business cases, forecasting, negotiating business terms, contracts and guiding all activities related to the commercial transactions.

Experience you’ll bring:

• Value-based, strategic sales skills. Pluralsight leverages the Meddpicc and Three Whys framework to establish a deep understanding of customers’ needs and challenges. This ensures we tightly align and deliver strong value and business outcomes.
• Ability to successfully navigate and manage large, complex accounts.
• Strong communication skills, both written, verbal and presentation.
• Team leadership to help formulate and execute an account and customer support plan.
• Proven strategic negotiation and closing skills with a successful track record of navigating stakeholders within large complex organizations and internally.
• Travel to customers (in-person meetings are a KPI).

Requirements:

• Requires a minimum of 5+ years of related or equivalent experience.
• Experience selling in a SaaS organization, ideally with multi-year SaaS contracts into the C-Suite.
• This is a remote role; however, applicants located within 45 miles of our Westlake/Dallas, TX office should expect to work on-site Tuesday through Thursday, with remote flexibility on Mondays and Fridays. This approach enables more effective collaboration, quicker decision-making, and a stronger culture, while still providing flexibility.
• 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 (US HQ’s located in Dallas, TX)
• 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, wellness reimbursements, Pluralsight subscription, professional development funds and more.

Physical and Mental Requirements:

This role is primarily performed in an office or home office setting and involves standard computer-based work.

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.

About Us

Pluralsight is the technology workforce development company that helps teams build better by knowing more and working better together. With Pluralsight, teams can develop critical skills, improve processes and gain data-driven insights.

Learning and development are at the core of who we are. We’re out to help every technologist build better, and we’re looking for curious, talented people to help us inspire and empower the tech workforce to achieve their goals. Our culture of autonomy, continuous learning, and collaboration creates an environment for growth and empowers us to drive impact through innovation.