Director, Sales & Business Development at Articulate

United States

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Not SpecifiedCompensation

Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

N/AIndustries

Requirements

5+ years building and leading multi-level inbound (SDR) and outbound (BDR) pipeline-generation teams with a track record of exceeding goals
Demonstrated strength in change management and process optimization across high-volume motions
Mastery of CRM and sales engagement platforms (Salesforce; Outreach and/or Salesloft; ZoomInfo)
Strong analytical acumen with the ability to define and manage KPIs, forecast performance, and drive data-informed strategy
Outstanding executive communication and influence skills, with experience aligning senior stakeholders across the business
Bachelor’s degree or equivalent experience
Nice to Haves: SaaS background

Responsibilities

Architect & own charter, coverage, and operating playbooks for inbound SDRs and outbound BDRs; evaluate and evolve team structure (separate vs. blended) based on performance data and GTM strategy
Lead the transformation of reactive inbound handling into a proactive, integrated inbound + outbound engine tied to ICP and segment priorities
Directly lead a blended team of individual contributors and one front-line manager, with accountability for building future leadership capacity as the function scales
Serve as senior escalation point for complex prospect situations and pipeline-critical blockers, ensuring alignment with broader revenue strategy and business goals
Own responsive, high-quality coverage of inbound interest across phone, chat, email and other emerging channels; continuously improve speed-to-lead, qualification depth, and conversion to sales-accepted opportunities
Build and optimize targeted outbound programs (cold calling, email sequences, and social/LinkedIn engagement) to create net-new pipeline from ICP accounts; ensure disciplined cadence execution
Define and manage KPIs (response SLAs, conversation/meeting rates, SAL→SQL conversion, pipeline created, forecast quality); maintain transparent dashboards for stakeholders
Partner with Revenue Operations and Sales Enablement on onboarding, training, sales assets, territory design, equitable goals/comp plans, and tooling adoption
Implement and refine processes that maximize productivity and improve handoff quality to closing teams; enforce CRM hygiene
Ensure rigorous opportunity qualification (e.g., BANT) across inbound; encourage advanced methodologies (e.g., MEDDPICC/Challenger) where appropriate
Drive effective use of CRM and sales engagement tools (Salesforce, Outreach/Salesloft, ZoomInfo); evaluate and adopt best-in-class technologies
Forecast pipeline contribution by segment/region; communicate insights, risks, and remediation plans to executive stakeholders
Partner tightly with Marketing on MQL definitions, lead routing rules, campaign feedback, and experiments to raise conversion rates
Foster and scale a human-centered, inclusive culture; recognize performance, maintain high morale, and improve retention
Meet and exceed pipeline targets; continuously identify opportunities to improve efficiency, quality, and scale

Skills

Key technologies and capabilities for this role

SDRBDRPipeline GenerationSales StrategyBusiness DevelopmentCold CallingEmail SequencesLinkedIn EngagementGTM StrategyRevenue OperationsMetrics-Driven ManagementInbound HandlingOutbound Prospecting

Questions & Answers

Common questions about this position

Is this position remote?

Yes, this is a full-time remote position.

What is the salary range for this role?

This information is not specified in the job description.

What are the key responsibilities of this role?

You will architect and own strategies for inbound SDRs and outbound BDRs, lead a blended team, optimize outbound programs, manage KPIs, and partner with Revenue Operations, Sales Enablement, and Marketing.

What kind of team will I be leading?

You will directly lead a blended team of individual contributors and one front-line manager, with accountability for building future leadership capacity as the function scales, while building a metrics-driven, human-centered culture.

What experience makes a strong candidate for this position?

Strong candidates will have expertise in sales development strategies, leading SDR/BDR teams, cross-functional partnership with sales and marketing, and driving metrics like pipeline generation and opportunity qualification.

Articulate

E-learning software for course creation

About Articulate

Articulate provides e-learning software and resources aimed at businesses, educational institutions, and individual course creators. Its main product, Articulate 360, is a subscription service that includes tools like Storyline 360 and Rise 360, which help users create interactive online courses without needing advanced technical skills. Storyline 360 allows for the development of custom e-learning courses, while Rise 360 is designed for ease of use and responsive design, making it suitable for various devices. Articulate differentiates itself from competitors through its user-friendly design, comprehensive features, and strong community support. The company's goal is to simplify the course creation process and empower users to deliver effective online training.

New York City, New YorkHeadquarters

2002Year Founded

$1,459.1MTotal Funding

SERIES_ACompany Stage

Consumer Software, EducationIndustries

501-1,000Employees

Benefits

Student debt repayment

401(k) savings

Supplemental insurance

Mental health sessions

Health savings account (HSA)

Life coaching

Flexible PTO

Fully remote

Well-being benefit

Medical insurance

Baby bonding leave

Child care assistance

Tuition reimbursement

Transgender benefit

Company matching donations

Abortion travel assistance

Service sabbatical

Cash for Change

Risks

Emerging e-learning platforms offer similar features at lower costs, increasing competition.

Rapid AI advancements could outpace Articulate's current offerings if not updated swiftly.

Data privacy concerns with AI integration may lead to regulatory scrutiny.

Differentiation

Articulate 360 offers a comprehensive suite of e-learning tools for diverse users.

Storyline 360 allows custom, interactive course creation without advanced technical skills.

Rise 360 provides ease of use and responsive design for mobile-friendly courses.

Upsides

Articulate's AI Assistant in Rise 360 enhances online course creation capabilities.

The $1.5 billion funding boosts Articulate's growth and innovation potential.

Rise Themes improve engagement and outcomes in e-learning experiences.

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