Mid Market Account Executive, Articulate

• You thrive in a fast-paced, high-autonomy environment, bring a highly consultative selling approach to your work, and collaborate effectively across internal teams to deliver an outstanding customer experience
• Minimum 2 years of experience in Mid-Market sales or equivalent
• Proven success managing full-cycle sales with small or mid-sized accounts
• Experience with both inbound and outbound prospecting, including self-sourced pipeline
• Solid understanding of consultative selling techniques and sales process discipline
• Experience using core sales tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator
• Strong written and verbal communication skills, with the ability to tailor messaging to multiple stakeholders
• Excellent organizational skills and attention to detail, with the ability to manage a high-volume pipeline
• Independence in managing your territory, pipeline, and priorities
• A can-do, positive attitude with a strong sense of ownership and accountability
• BA or BS degree or equivalent experience

Desirable

• Articulate is seeking a Mid-Market Account Executive to join our amazing team. In this role, you will call on customers and prospects in the Mid-Market segment (351–4,000 employees)
• As a Mid-Market Account Executive, you will own a defined territory and manage more complex sales cycles involving larger deal sizes and multiple stakeholders
• You will use a teach, tailor, and take control sales approach to proactively guide prospects through the sales process, driving revenue growth and creating happy Articulate customers
• This role will also partner closely with our Canadian reseller network to support pipeline development, deal execution, and overall market success in Canada
• Manage pipeline by proactively leading prospects through the sales process using MEDDPICC and Challenger Sales methodologies
• Develop and execute territory strategies to acquire net-new customers and expand revenue within existing accounts
• Take control of the sales process by understanding prospect pain points, challenging assumptions, creating constructive tension, providing commercial teaching, and closing deals
• Conduct discovery and needs analysis with prospects, identifying business drivers, buying processes, and stakeholders
• Provide tailored product demonstrations of Articulate solutions aligned to prospect goals and use cases
• Teach prospects about their industries and offer insights that cause them to think differently about their business and learning strategy
• Create and maintain accurate pipeline forecasts, opportunity notes, and activity tracking in Salesforce
• Create sales quotes, negotiate pricing and terms, and clearly explain Articulate subscription options
• Meet and exceed individual revenue and activity goals
• Partner cross-functionally with Customer Success to deliver a seamless customer experience
• Collaborate with Canadian resellers to support co-selling efforts, drive pipeline, and ensure a consistent customer experience
• Stay current on Articulate products, industry trends, and competitive landscape
• Be available during standard business hours, Monday–Friday, to respond to inbound sales inquiries (unless prior approval is given)
• Other duties as assigned