Director of Growth, Enterprise

Pluralsight

United Kingdom / Dublin, IE / Germany / Benelux / Remote
  • Job Type: Full-Time
  • Function: Marketing/PR/Product Mktg
  • Post Date: 01/12/2021
  • Website: pluralsight.com
  • Company Address: 182 North Union Avenue Suite 200, Farmington, UT, 84025

About Pluralsight

At Pluralsight, we believe everyone should have the opportunity to create progress through technology and develop the skills of tomorrow. With assessments, learning paths and courses authored by industry experts, our platform helps businesses and individuals benchmark expertise across roles, speed up release cycles and build reliable, secure products.

Job Description

This position is also available for employment in these areas:

Dublin, Ireland, Remote - Benelux, Remote - Germany, Remote - United Kingdom

 

 

Job Description:

We are looking for a strategic, customer driven Director of Growth for our Enterprise Sales team. Pluralsight aspires to help our customers create and achieve technical excellence within their own organizations by leveraging and utilizing the Pluralsight platform to the fullest extent possible. 

 

The Director of Growth, Enterprise Sales is responsible for the successful execution of the Enterprise sales strategy across the UK and Ireland, reporting to the VP Enterprise Sales, EMEA.  Leading a team of Growth Account Managers, this is a critical role focusing on expanding our relationships with existing customers. 

 

Who you’re committed to being:

  • Passionate about Pluralsight’s mission to Democratise Technology Skills

  • Accountable for excellence: expectations are high, rewards are higher

  • Prepared to create with possibility, be innovative and operate from a place of unrestricted thinking

  • Commit to something bigger than yourself and be ‘mission first’

  • A collaborative leader who is naturally team oriented and driven to help others succeed

  • A strong relationships builder internally, particularly within the broader sales and customer success functions

  • On the expert-level when it comes to sales training (i.e. Solution-Selling, Customer-Centric Selling, Strategic Selling and/or Value Selling)

  • Operationally and analytically strong in your approach 

  • Sophisticated negotiation and influencing skills  

  • Excellent communication and presentation skills 

  • Of high integrity, honest, reliable and true to your word

 

What you’ll own:

  • The development of sales pipelines; with total focus on growing existing customers within a relationship selling environment

  • Delivering regular and robust forecasting with a track record of ensuring monthly, quarterly and annual targets are achieved 

  • Manage the performance of the Enterprise Sales team including: recruiting, hiring, training, onboarding, and professional development of individual team members

  • Drive overall sales process, set appropriate metrics for sales pipeline management, and report on all aspects of the business to your VP

  • Work directly with the senior sales management team to set, shape, and execute strategies for driving sustainable billings growth in the region

  • Collaborate with senior leaders and other relevant stakeholders to create, implement and manage policies and procedures to effectively support the business

  • Supporting direct reports by participating and leading in client and prospect meetings and engaging other corporate resources as required

  • Manage and take accountability for negotiated non-standard contractual terms and conditions

  • Create and execute effective presentations, including corporate and solution capabilities, prospective client proposals, bid defence and business case/justification

  • Support the targeting, planning, positioning, and execution of enterprise opportunity development efforts as necessary to maximise the probability of success

  • Maintain key customer relationships, develop and implement strategies for expanding the company’s customer base

  • Support Business Development efforts by attending industry conferences and events

  • Support the planning and execution of marketing events in territory

  • Travel up to 50%

 

Experience you’ll need:

  • 7+ years Enterprise SaaS sales / sales management experience with a track record of consistent annual sales goal achievement

  • Proven track record of meeting annual sales goals, pipeline generation, developing new opportunities and managing sales pipelines in a scale-up environment

  • You have experience using Salesforce CRM, sales analytics and funnel management techniques to drive productivity, and have ensured appropriate sales activity with visibility of the pipeline to senior management for forecasting and business planning

  • You have successfully managed the sales cycle from business champion to CIO/CTO level.  Positioning the value proposition and selling to the “C Suite” is a must

  • You have mastered a level of leadership effectiveness with a demonstrated competency of guiding Software/SaaS sales organisations through times of growth, change and ambiguity

  • You have experience in consistently exceeding an annual quota of greater than $10M, with demonstrated success in accurately forecasting quarterly and annual targets, and achieving those sales commits

  • Successfully lead, coach, develop and manage the Enterprise Account Executive team, ensuring that each individual achieves their sales goals

  • Working closely with your team to drive executive relationships with clients at CxO level, and successfully support large complex sales cycles 

  • Ensure your team are following Pluralsight’s Customer Centric-Selling methodology 

  • Engage and develop senior CxO client/prospect relationships, in partnership with your team, to drive strategic relationships

#LI-Remote

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Disclaimer: Local Candidates Only
This company does NOT accept candidates from outside recruiting firms. Agency contacts are not welcome.