Account Executive, Large Enterprise, Global Technology Sales
Gartner
Senior Manager, Enterprise Sales
Articulate
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $275,230 - $330,275 per year
Job Level
Senior
About the role
- 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.
Requirements
- 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
Benefits
- Additional compensation will be a 15% bonus reflective of the base compensation offered
- Articulate offers a robust suite of benefits, check out the website for a full list.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales leadershipquota managemententerprise salescomplex sales cyclesoutbound sales motionsperformance forecastingpipeline managementKPI developmentdata analysissales strategy
Soft skills
strategic thinkingproblem-solvingcoachingmentoringcommunicationcollaborationownershipcontinuous improvementinfluential leadershipteam development
