Strategic Enterprise Account Executive at Articulate

United States

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Not SpecifiedCompensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

EdTech, SaaSIndustries

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

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
Other duties, responsibilities, and activities may change or new ones may be assigned at any time with or without notice

Skills

Key technologies and capabilities for this role

MEDDPICCChallenger SalesOutbound SalesConsultative SellingPipeline ManagementProduct DemonstrationsAccount ExpansionQuota AttainmentEnterprise Sales

Questions & Answers

Common questions about this position

Is this position remote?

Yes, this is a full-time remote position.

What sales experience is required for this role?

Candidates need 8+ years of sales experience, including 5+ years of exceptional success selling SaaS products into complex, large enterprise accounts.

What sales methodologies or skills are essential?

The role requires Challenger-based sales training and experience, proficiency with MEDDPICC & Challenger Sales methodologies, and success with team selling.

What is the compensation or salary for this position?

This information is not specified in the job description.

What makes a strong candidate for this Strategic Enterprise Account Executive role?

A strong candidate has a history of surpassing quota, acquiring new customers, expanding accounts, experience making cold calls, navigating complex organizations, and using consultative selling with Challenger methodology.

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