Mid-Market Account Executive

1 month ago
Full-time
Junior
Sales and Business Development
Articulate

Articulate

Articulate develops award-winning e-learning software and tools, such as Articulate 360 and Rise.com, that empower organizations to create engaging online training courses efficiently and effectively.

Internet Software & Services
51-250
Founded 2002

Description

  • Manage and advance 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.
  • Conduct discovery and needs analysis to identify business drivers, buying processes, and key stakeholders.
  • Deliver tailored product demonstrations of Articulate solutions aligned to prospect goals and use cases.
  • Take control of the sales process by challenging assumptions, providing commercial teaching, creating constructive tension, and closing deals.
  • 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.
  • 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 to respond to inbound sales inquiries.

Requirements

  • Minimum 2 years of experience in Mid-Market sales or equivalent.
  • Proven success managing full-cycle sales with small or mid-sized accounts and handling both inbound and outbound prospecting, including self-sourced pipeline.
  • Solid understanding of consultative selling techniques and sales process discipline (experience with MEDDPICC is noted as valuable).
  • Experience using 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, attention to detail, and ability to manage a high-volume pipeline.
  • Independence in managing territory, pipeline, and priorities with a strong sense of ownership and accountability.
  • BA/BS degree or equivalent experience.
  • Nice to have: experience selling B2B SaaS in Mid-Market or upper SMB, selling into or working with the Canadian market/reseller-led motions, cold outreach/cold calling success, familiarity with e-learning and learning technologies (authoring tools, LMS, enablement platforms), and experience in remote/distributed sales environments.

Benefits

  • Total compensation range: $104,128–$130,160 (USD) for U.S. locations and $104,128–$130,160 (CAD) for Canada locations, inclusive of base salary, commissions, and bonus potential.
  • Base salary ranges: $58,292–$72,865 (USD) for U.S. locations and $58,940–$73,675 (CAD) for Canada locations.
  • This position is bonus-eligible and includes commission potential.
  • Full-time remote role (remote work environment).
  • Articulate offers a robust suite of benefits and a human-centered, equitable workplace culture (visit company website for full benefits details).

Interested in this position?

Apply directly on the company website

Apply Now

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