Strategic Enterprise Account Executive

Summary

Join Articulate's amazing team as a Strategic Enterprise Account Executive (SEAE) and surpass quota by acquiring new customers and expanding existing accounts. Primarily focused on outbound engagement with large enterprise prospects and customers, you will manage the sales process, lead prospects, conduct needs analysis, and provide product demonstrations. You will develop and execute strategies to grow Articulate 360 and Rise.com seat count, acquire new customers, and build relationships using remote communication. The role also involves collaborating with internal teams, sharing sales strategies, managing the sales pipeline in Salesforce, and representing Articulate at conferences. Success hinges on productive interactions leading to Articulate revenue and happy customers. Accountability for sales results is paramount.

Requirements

• 8+ years of Sales experience
• 5+ years of exceptional success selling SaaS products into complex, large, enterprise accounts
• Challenger-based sales training and experience
• Experience and success with team selling
• Highly adept at navigating complex organizations and building relationships
• Self-motivated, with the ability to work individually and in a team environment
• Knowledge of third-party data sources and sales tactics to identify ideal prospects within accounts
• Comfort in and proven ability in making cold-calls and managing a sales outbound sequence
• Excellent communicator who enjoys prospect interactions
• A can-do, tenacious winner who hates losing
• Very self-motivated and self-directed
• Ability to negotiate nonstandard deals
• Highly competitive, while also ethical and kind
• Thoughtful, trustworthy doer
• BA/BS degree or equivalent experience

Responsibilities

• 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
• Manage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologies
• 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
• Develop and execute strategies to grow Articulate 360 and Rise.com seat count within large, multinational companies
• Develop and execute strategies for acquiring net-new customers among large, multinational companies
• Build relationships using remote-based communications (phone, video conferences, email)
• Communicate the value proposition of Articulate products, overcoming objections and beating out competitors
• Host customized web demos that showcase Articulate products’ benefits that solve customer problems
• Work with internal Articulate teams to define additional resources needed during the sales cycle
• Share winning sales strategies and tactics with our sales enablement manager to train other team members on successful approaches
• Share objections and roadblocks to executive management that prevents success
• Create and manage an opportunity pipeline in Salesforce
• Be accountable for sales results
• Represent Articulate at e-learning association conferences to promote Articulate solutions

Preferred Qualifications

• Knowledge of the SaaS Software industry, as well as experience with Salesforce.com , Outreach, ZoomInfo, LinkedIn SalesNavigator
• Experience with MEDDPICC and Challenger methodologies

Benefits

• $188,486 - $282,730 a year
• This position is also bonus eligible