Articulate

Commercial Account Executive

Articulate

full-time

Posted on:

Location Type: Remote

Location: United States

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Salary

💰 $58,292 - $77,237 per year

About the role

  • 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

Requirements

  • 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
Benefits
  • Base Salary Range: $58,292 - $77,237 for all U.S. locations
  • Total Compensation Range: $102,983 - $136,453 for all U.S. locations, inclusive of base salary, commissions, and bonus potential.
  • This position is bonus-eligible.
  • Articulate offers a robust suite of benefits — visit 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 & Tools
sales process managementneeds analysisconsultative sellingcold outreachcold callingpipeline managementproduct demonstrationsrevenue growth strategiesnegotiationterritory planning
Soft Skills
attention to detailcommunication skillsindependencepositive attitudeenergetic phone presencetrustworthinessfollow-throughtailored communicationthoughtfulnesscooperation
Certifications
BA degreeBS degree