Federal 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 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.