Strategic Enterprise Account Executive, Articulate

• 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

Desirable

• Articulate is seeking a Strategic Enterprise Account Executive (SEAE) to join our amazing team.
• The Articulate 360 Strategic Enterprise Account Executive (SEAE) has a history of surpassing quota, acquiring new customers and expanding existing accounts
• The SEAE will primarily operate in an outbound engagement role, calling on large enterprise level prospects and customers.
• Success will be achieved by having productive interactions with these prospects that lead to Articulate revenue and happy customers
• 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