Job Specifications
Articulate is seeking a Mid-Market Account Executive to join our amazing team. In this role, you will call on customers and prospects in the Mid-Market segment (351–4,000 employees).
As a Mid-Market Account Executive, you will own a defined territory and manage more complex sales cycles involving larger deal sizes and multiple stakeholders. You will use a teach, tailor, and take control sales approach to proactively guide prospects through the sales process, driving revenue growth and creating happy Articulate customers. This role will also partner closely with our Canadian reseller network to support pipeline development, deal execution, and overall market success in Canada.
You thrive in a fast-paced, high-autonomy environment, bring a highly consultative selling approach to your work, and collaborate effectively across internal teams to deliver an outstanding customer experience.
What You'll Do:
Manage pipeline by proactively leading prospects through the sales process using MEDDPICC and Challenger Sales methodologies
Develop and execute territory strategies to acquire net-new customers and expand revenue within existing accounts
Take control of the sales process by understanding prospect pain points, challenging assumptions, creating constructive tension, providing commercial teaching, and closing deals
Conduct discovery and needs analysis with prospects, identifying business drivers, buying processes, and stakeholders
Provide tailored product demonstrations of Articulate solutions aligned to prospect goals and use cases
Teach prospects about their industries and offer insights that cause them to think differently about their business and learning strategy
Create and maintain accurate pipeline forecasts, opportunity notes, and activity tracking in Salesforce
Create sales quotes, negotiate pricing and terms, and clearly explain Articulate subscription options
Meet and exceed individual revenue and activity goals
Partner cross-functionally with Customer Success to deliver a seamless customer experience
Collaborate with Canadian resellers to support co-selling efforts, drive pipeline, and ensure a consistent customer experience
Stay current on Articulate products, industry trends, and competitive landscape
Be available during standard business hours, Monday–Friday, to respond to inbound sales inquiries (unless prior approval is given)
Other duties as assigned
What You Should Have:
Minimum 2 years of experience in Mid-Market sales or equivalent
Proven success managing full-cycle sales with small or mid-sized accounts
Experience with both inbound and outbound prospecting, including self-sourced pipeline
Solid understanding of consultative selling techniques and sales process discipline
Experience using core sales tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator
Strong written and verbal communication skills, with the ability to tailor messaging to multiple stakeholders
Excellent organizational skills and attention to detail, with the ability to manage a high-volume pipeline
Independence in managing your territory, pipeline, and priorities
A can-do, positive attitude with a strong sense of ownership and accountability
BA or BS degree or equivalent experience
Nice to Haves:
You have experience selling B2B SaaS solutions in a Mid-Market or upper SMB environment. Experience selling into Canada is a plus.
You have a strong, working understanding of MEDDPICC, with exposure to more advanced deal qualification concepts
You have previously sold into the Canadian market and/or worked with reseller or partner-led sales motions
You have experience with cold outreach and cold calling, where you’ve had success in creating and closing self-sourced business
You’re comfortable navigating longer sales cycles and multi-threaded deals
You’re familiar with the e-learning space and learning technology solutions (authoring tools, LMS, enablement platforms)
You’ve worked successfully in a remote or distributed sales environment
About us
Articulate Global, LLC, is the leading SaaS provider of creator platforms for online workplace training. Founded by Adam Schwartz in 2002, Articulate provides creator tools and services that make it simple for enterprises and SMBs to develop, deliver, and analyze online workplace training that’s engaging and effective. Increasingly, organizations must reskill employees for ever-changing remote and hybrid work environments, create learning cultures that attract and retain employees in a tight labor market, and use training to build more equitable, empowering, and engaging workplaces. Articulate helps organizations address these critical business needs with its creator platform for workplace training. Articulate 360—a suite of creator tools for online courses—was named the 7th most-loved product in the world by TrustRadius in 2021. And Rise—an all-in-one online training system that makes online training easy to create, enjoyable to take, and simple to manage—is the f
About the Company
Articulate develops e-learning software, content, and resources that change the way the world learns. More than 120,000 organizations worldwide, including all 100 of the Fortune 100, have created millions of courses using our online training platform, Articulate 360. With Articulate 360, e-learning developers get everything they need to create courses for their learning management systems, including the award-winning authoring app Storyline 360. Learn more about Articulate 360 at https://articulate.com/360 Articulate also ha...
Know more