Commercial Account Executive

3 weeks ago

Remote, Oregon, United States Articulate Full time

Articulate is looking for a Commercial Account Executive to join our amazing team. As a Commercial Account Executive, you will be calling on customers and prospects in our Mid Market (> ,000 employees) segment. Success will be achieved by having productive interactions with customers and prospects that lead to Articulate revenue and happy customers.

You thrive in an environment with tons of autonomy, love a high-volume, fast-paced environment, and work well as part of a team that is laser-focused on providing an outstanding experience for Articulate customers & prospects, as well as, internal colleagues.

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 or business development 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

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