Commercial Account Executive

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