Articulate is looking for a Commercial Account Executive to join our amazing team. As a Commercial Account Executive, you will be calling on customers and prospects in our Mid Market (>2001 - 20,000 employees) segment. Success will be achieved by having productive interactions with customers and prospects that lead to Articulate revenue and happy customers.
You thrive in an environment with tons of autonomy, love a high-volume, fast-paced environment, and work well as part of a team that is laser-focused on providing an outstanding experience for Articulate customers & prospects, as well as, internal colleagues.
What You'll Do:
Manage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologies
Develop and execute strategies for acquiring net-new customers and grow Articulate revenue in existing customers in your assigned territory
Develop a deep understanding of Articulate 360 and demonstrate competency around other Articulate product
Take control of the sales process by understanding prospect pain points, challenging prospect assumptions, creating constructive tension, providing commercial teaching, and closing Articulate 360 sales
Teach prospects about their industries and offer unique insights that cause prospects to think differently about their business
Conduct needs analysis with prospects and provide product demonstrations that solve the needs of the prospect
Use insights and consultative selling techniques to teach prospects about their industry and offer unique perspectives on their business, linking back to Articulate solutions
Create quarterly territory plans that outline your outbound and inbound strategies
Create sales quotes, negotiate with prospects, and explain Articulate subscription options that meet the needs of prospective customers
Meet (and exceed) revenue goals
Work cooperatively with other Articulate teams to deliver an exceptional customer experience
Keep current with existing and new apps as well as industry trends
Available during requested business hours, Monday - Friday to respond to incoming sales inquiries (unless prior approval from management has been given)
Other sales duties as assigned
What You Should Have:
Minimum 3 years of experience in a sales role
Minimum 2 years of experience with cold outreach and cold calling, where you’ve had success in creating and closing self-sourced business
Solid computer skills, including experience with Salesforce and/or Outreach
Excellent attention to detail and follow-through, with the ability to handle and prioritize high-volume activities without letting anything fall through the cracks
Ability to tailor communication to the prospect’s needs with authority and has strong verbal and written communication skills
Independence at managing personal sales pipeline, and other duties as assigned or time allows
A can-do, positive attitude
Positive, energetic phone presence
Thoughtfulness and be a trustworthy doer
BA or BS degree or equivalent experience
Nice to Haves:
Knowledge of the SaaS Software industry, as well as experience with Salesforce, Outreach, ZoomInfo, and LinkedIn SalesNavigator
Familiarity with the e-learning space and the product offerings for authoring tools and learning management systems
Fundamental understanding of MEDDPICC methodology
Worked in a remote environment
Top Skills
What We Do
Articulate develops e-learning software, content, and resources that change the way the world learns. More than 106,000 organizations worldwide, including all 100 of Fortune 100, have created millions of courses using our online training apps, Articulate 360 and Rise.com. 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. With Rise.com, organizations get everything they need to create, track, and manage their online training in one complete system. It's the all-in-one online training system employees love. Articulate also has the industry's largest community, E-Learning Heroes, where online training professionals get inspiration, guidance, product support, and best practices on building online training. Join the 965,000+ member of E-Learning Heroes. As a human-centered organization, Articulate is driven by our vision to empower people to live better lives. We're committed to providing the best value to customers and doing right by our employees. We're building a team that looks like the world we live in and an environment where people from diverse backgrounds feel like we belong. Learn more about why we're one of Inc. Magazine's Best Workplaces of 2020.
