VP Enterprise Sales, EMEA at Pluralsight
London, GB

Company Description

Founded in 2004 and trusted by Fortune 500 companies, Pluralsight is the technology skills platform organizations and individuals in 150+ countries count on to create progress for the world.

Our platform helps technologists master their craft and take control of their careers. We empower businesses everywhere to build adaptable teams, speed up release cycles and become scalable, reliable and secure. We come to work everyday knowing we’re helping our customers build the skills that power innovation.

And we don’t let fear, egos or drama distract us from our mission. Our mission to democratize technology skills is what drives us and our values are at the helm of how we work together. It’s our commitment to practicing them day in, day out that enables our performance. We’re adults, and we treat each other that way. We have the autonomy to do our jobs, transparency to eliminate office politics and trust each other to do the right thing. We thrive in an environment with creativity around every corner, challenges that keep us on our toes, and peers who inspire us to be the best we can be. We bring different viewpoints, backgrounds and experiences, and united by our mission, we are one.  

Bring yourself. Pluralsight is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age or veteran status.

Job Description

Reporting into the SVP EMEIA, The VP EMEA Enterprise Sales is responsible for directing the Enterprise Sales activities, revenue generation and customer obsession for the Enterprise segment at Pluralsight. This individual will leverage their leadership skills and experience and incorporate Pluralsight’s sales methodology to ensure effective sales execution, team development and customer success.

Who you are:

  • You’ve developed proven ways to scale your sales leaders and know how to coach to success
  • You’ll be an enthusiastic and creative leader with the ability to inspire others
  • Leading through our values, core principles of which, guide your decisions and interactions
  • Passionate about Pluralsight’s mission - you eat, sleep and breathe our cause: Democratise Technology Skills
  • You're on the expert-level when it comes to sales training (i.e. Solution-Selling, Customer-Centric Selling, Strategic Selling and/or Value Selling)
  • Committed to something bigger than yourself and be ‘mission first’
  • Of high integrity, honest, reliable and true to your word

What you’ll own:

  • *You accomplish this by:* 
    • Building and leading an Enterprise sales team and being responsible for:
      • Forecasting business and marketing needs
      • Achieving monthly, quarterly and annual sales target
    • Formulating and implementing sales tactics, processes and reporting/analytics to improve and measure performance
      • Acquiring and strengthening/improving internal talent 
      • Ensuring customer satisfaction
      • Generating revenue and meeting/exceeding revenue growth targets
      • Providing feedback on market requirements, product capabilities and future industry developments and trends
    • Having global line of sight to the business needs and sales forecasting/goals for EMEA

      • Leadership through regular attendance on customer calls with members of the sales team
      • Understanding industry trends, product capabilities and customer requirements
      • Provide leadership and guidance, mentor and develop the sales team’s domain knowledge and thought
  • Leveraging your experience selling subscription-based software-as-a-service (SaaS) products/solutions to small/emerging accounts
  • Establishing executive level, long term customer relationships for future cross-sell and up-sell opportunities
  • Utilizing a strong knowledge of Pluralsight’s product domain, including e-learning and imparting your leading software industry knowledge to the sales teams

Experience you’ll need:

  • Excellence in building and leading sales teams that crush quotas
  • Proven global sales experience in identifying market size and focus, developing sales pipelines, penetrating new accounts, and driving the sales process within a relationship selling environment
  • Previously worked closely with Marketing teams on programs to support sales organizations, including lead generation programs, which have ensured that the sales teams met lead churn metrics
  • Experience using 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
  • Successfully managed the sales cycle from business champion to Engineering/CEO/CIO/CTO level. Positioning the value proposition and selling to the “C”-suite is a must
  • Mastered a level of leadership effectiveness with a demonstrated competency of supervising software sales organizations through times of growth, change and ambiguity
  • Experience in consistently exceeding a quota of greater than $40 Million, with demonstrated success in accurately forecasting quarterly and annual targets, and achieving those sales commits
  • Implemented and utilized sales automation tools and successfully rolled them out to large teams
  • Demonstrated excellence in building and leading inside sales teams with international business experience
  • Deep understanding of value drivers in recurring revenue business models
  • Ability to manage influence through persuasion, negotiation and agreements of distinction
  • Being able to expertly multi-task numerous sales projects simultaneously, while ensuring revenue targets are met
  • Strong communication, presentation, proble solving and analytical skills
  • Solid understanding of relevant technology and platforms including web-based software applications and SaaS environments