The Role
The SMB Account Executive will grow revenue by managing inbound leads and proactive outreach, using a consultative sales approach and leveraging sales tools to meet client needs.
Summary Generated by Built In
Articulate is seeking a results-oriented SMB Account Executive to join our high-performing sales team! In this role, you will focus on growing revenue with small to medium-sized businesses (≤2,000 employees) by managing a blend of inbound leads and proactive outbound efforts.
You will leverage a consultative, “teach, tailor, and take control” sales approach to guide prospects through the sales cycle, whether responding to qualified interest or uncovering new opportunities, to deliver solutions that address their business needs.
What You'll Do:
- Develop and execute strategic territory plans to identify, engage, and nurture new business opportunities within the SMB segment.
- Drive outbound prospecting through targeted outreach, including calls, emails, and social selling, to build and maintain a healthy sales pipeline.
- Respond promptly to inbound leads, qualifying interest and moving hand-raisers efficiently through the sales process to close.
- Qualify and advance both inbound and outbound opportunities using the MEDDPICC sales methodology, ensuring a strong fit and alignment with business needs.
- Lead prospects through the sales process by understanding pain points, challenging assumptions, and providing commercial insights that differentiate Articulate’s solutions.
- Conduct thorough discovery to assess purchasing timelines, decision criteria, and organizational priorities.
- Deliver engaging and tailored product demonstrations that address specific prospect requirements and use cases.
- Maintain accurate and detailed records of prospect interactions, pipeline status, and sales activities in Salesforce.
- Capture and communicate prospect feedback, requests, and emerging requirements to help inform ongoing product development.
- Perform other duties as assigned to support team and company goals.
What you should have:
- Minimum 2 years’ experience in an inside sales or development role
- Solid computer skills, including experience with core sales tools such as Salesforce, ZoomInfo, Outreach, and LinkedIn
- Positive, energetic phone presence
- Outstanding written and verbal communication skills
- A can-do, positive attitude
- Strong sense of urgency for reaching goals and deliverables while managing multiple requests concurrently
- Solid understanding of client pain points and business needs, with a solutions-oriented and consultative approach to problem-solving
- Curiosity, self-discipline, self-motivation, and a desire to win over prospects
- Thoughtful, productive, and trustworthy
- BA or BS degree or equivalent experience
Nice to haves:
- Demonstrated success in prospecting both inbound and outbound leads for a B2B, SaaS organization
- Familiarity with the e-learning space and the product offerings for authoring tools and learning management systems
- Strong, fundamental understanding of lead and inside sales best practices
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 first creator platform for SMBs and departments within the enterprise. Articulate has more than 118,000 customers in 170 countries and counts all 100 of the Fortune 100 companies as customers.
Named one of Inc. Magazine’s Best Workplaces 2022 and a leader in building a human-centered organization, Articulate is guided by a commitment to provide the best value to customers, do right by employees, and create an equitable, empowering workplace for all. As a human-centered organization, we honor people’s humanity knowing that each person’s unique history, vulnerabilities, and social location inform how we show up with one another. We embrace our connectedness, aware that what we do and say impacts others. We give each other grace because we are all works in progress, learning and evolving every day. And we take responsibility for ourselves and are serious about our accountability to each other. In all we do, we strive to create an equitable, sustainable, and empowering workplace while we drive results for the business and make a positive impact in the world. Read more about our values here.
Articulate Global, LLC is an Equal Employment Opportunity and Affirmative Action employer and complies with all applicable federal, state, and local fair employment practices laws. All employment decisions at Articulate are based on business needs, job requirements, and individual qualifications directly related to the job, without regard to any protected characteristic or class, including, but not limited to, race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law. Qualified candidates with criminal histories will be considered for this role in a manner consistent with applicable law. Articulate is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation related to the application process due to a disability, you may contact us at [email protected].
(For information about Articulate's privacy practices, please view our Privacy Notice)
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The Company
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.
