The Role
The Senior Manager of Enterprise Sales leads a sales team focused on achieving growth goals, managing complex sales cycles, and mentoring team members to exceed revenue targets.
Summary Generated by Built In
Articulate is seeking a dynamic and strategic Senior Manager, Strategic Enterprise Account Executives to lead a high-performing US/CAN sales team laser-focused on surpassing our growth goals! Reporting to the Sr. Director, Enterprise Sales, the Senior Manager plays a key role in coaching, mentoring, and scaling a team responsible for managing complex sales cycles within large organizations.
This individual will drive pipeline generation, revenue growth, and sales execution across Articulate’s largest enterprise opportunities. They are a proven sales leader with a track record of exceeding goals, driving innovation, and cultivating team excellence. You may be a great match if you are energized by strategic problem-solving, deeply committed to your team's growth, and skilled at creating scalable systems to elevate performance!
What You'll Do:
- Influential leader among their peers and cross functional teams. The “go to” for institutional knowledge, strategic thinking and problem-solving.
- Lead the team to exceed revenue and pipeline targets through strategic selling to large enterprise accounts
- Drive execution of complex territory and account plans and ensure team mastery of enterprise deal strategy and qualification (e.g., MEDDPICC)
- Own performance forecasting, pipeline health, and sales process consistency in alignment with company growth goals
- Champion a territory-based strategy to expand wallet share within existing accounts and drive net new logo acquisition
- Critically reevaluate what success looks like on a regular basis, suggests new KPIs and provides new insights into improved ways to analyze and improve performance
- Deliver accurate sales forecasts, performance insights, and business recommendations to leadership to accelerate growth
- Promote consistent CRM hygiene and reporting standards across the team using Salesforce, Outreach, and ZoomInfo
- Serve as a strategic thought partner to your Account Executives, proactively identifying gaps, growth opportunities, and win strategies
- Engage in continuous improvement of onboarding, training, and sales enablement resources
- Contribute to outbound motion development — crafting strategy and execution plans for self-sourced top-of-funnel pipeline generation
- Work with adjacent teams to remove friction, share strategic insights, and improve enterprise customer experience
- Mentor and develop account executives through consistent coaching, actionable feedback, and clearly defined growth paths
- Foster a culture of ownership, collaboration, and high performance across the team
- Lead hiring and onboarding of new team members, with support from Sales Enablement
- Other duties, responsibilities, and activities may change or new ones may be assigned at any time with or without notice.
What You Should Have:
- 5+ years of sales leadership experience managing quota-carrying enterprise or commercial SaaS teams
- Proven success leading teams to consistently meet or exceed revenue and pipeline targets
- Experience managing complex sales cycles with enterprise accounts
- Demonstrated ability to build and scale outbound sales motions
- Proficiency with sales tools such as Salesforce, Outreach, and ZoomInfo
- Strong analytical skills, with the ability to interpret data and translate into strategic action
- Executive-level written and verbal communication skills
- Deep commitment to developing and coaching others
- BA/BS degree or equivalent experience
Nice to Haves:
- Experience in SaaS, e-learning, or enterprise software sales
- Familiarity with MEDDPICC and Challenger methodologies
- Track record of influencing cross-functional initiatives to improve team performance
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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Top Skills
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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.
