Strategic Account Manager

Strategic Account Manager

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...