As a Mid-Market Account Executive, you'll manage sales processes for mid-sized companies, develop territory strategies, conduct needs analysis, and partner with resellers to drive revenue growth.
Articulate is seeking a Mid-Market Account Executive to join our amazing team. In this role, you will call on customers and prospects in the Mid-Market segment (351–4,000 employees).
As a Mid-Market Account Executive, you will own a defined territory and manage more complex sales cycles involving larger deal sizes and multiple stakeholders. You will use a teach, tailor, and take control sales approach to proactively guide prospects through the sales process, driving revenue growth and creating happy Articulate customers. This role will also partner closely with our Canadian reseller network to support pipeline development, deal execution, and overall market success in Canada.
You thrive in a fast-paced, high-autonomy environment, bring a highly consultative selling approach to your work, and collaborate effectively across internal teams to deliver an outstanding customer experience.
What You'll Do:
- Manage 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
- Take control of the sales process by understanding prospect pain points, challenging assumptions, creating constructive tension, providing commercial teaching, and closing deals
- Conduct discovery and needs analysis with prospects, identifying business drivers, buying processes, and stakeholders
- Provide tailored product demonstrations of Articulate solutions aligned to prospect goals and use cases
- Teach prospects about their industries and offer insights that cause them to think differently about their business and learning strategy
- 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
- Meet and exceed individual revenue and activity goals
- 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, Monday–Friday, to respond to inbound sales inquiries (unless prior approval is given)
- Other duties as assigned
What You Should Have:
- Minimum 2 years of experience in Mid-Market sales or equivalent
- Proven success managing full-cycle sales with small or mid-sized accounts
- Experience with both inbound and outbound prospecting, including self-sourced pipeline
- Solid understanding of consultative selling techniques and sales process discipline
- Experience using core sales tools such as 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 and attention to detail, with the ability to manage a high-volume pipeline
- Independence in managing your territory, pipeline, and priorities
- A can-do, positive attitude with a strong sense of ownership and accountability
- BA or BS degree or equivalent experience
Nice to Haves:
- You have experience selling B2B SaaS solutions in a Mid-Market or upper SMB environment. Experience selling into Canada is a plus.
- You have a strong, working understanding of MEDDPICC, with exposure to more advanced deal qualification concepts
- You have previously sold into the Canadian market and/or worked with reseller or partner-led sales motions
- You have experience with cold outreach and cold calling, where you’ve had success in creating and closing self-sourced business
- You’re comfortable navigating longer sales cycles and multi-threaded deals
- You’re familiar with the e-learning space and learning technology solutions (authoring tools, LMS, enablement platforms)
- You’ve worked successfully in a remote or distributed sales environment
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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Salesforce
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