What is the sales leadership style and culture like at Pluralsight for those interested in pursuing a career in sales?

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Accepted Answer

Sales leadership and culture is fine. The business is split into 2 motions - acquisition & growth. I'm speaking from the acquisition side, where the Managers and sellers rock. You're in good hands with the culture, albeit understand the sales motion is incredibly Q4 weighted and the commission plan reflects this (see Q&A thread below)

There's a large emphasis on value selling, getting creative with deal making and negotiations, and focussing on customer outcomes to drive change and adopt a learning platform. EdTech is not Tier 1 software, so having a sales process with value engineering embedded into it is key.

You should plan to make your money through outbound activities. Lead flow is near non existent. Pluralsight acts like this is baffling news but also cut the majority of its product and marketing teams. Bank on this not changing anytime soon.

I'll warn you that if you don't join Pluralsight as a quota carrying AE role, it's a brutal grind to get there. The BDR program @ Pluralsight is absolute trash, and they drop like flies as people get burned out being there for 2 years with ambiguous next steps living in BDR purgatory. You should plan to have a couple different BDR's because of this. FWIW - only a select few are helpful and will craft outreach strategies with you. Most of them just wait for leads to come in, terrorize said leads with pre-written templates, then blame sales for not providing enough opportunities.

Final thought - after 3 layoff events most people internally are looking over their shoulder actively planning their exit. This isn't a problem unique to Pluralsight, but highly relevant for you to know if you're considering a full time position there.

Answer

The mid level leadership was great, VP of NA Sales always fostered an environment for growth and success. Listened to concerns and acted on them when needed but the top level leadership in the CXO space seemed to be disconnected from reality as they are changing direction too much.

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Anonymous Q&A

What is the sales leadership style and culture like at Pluralsight for those interested in pursuing a career in sales?