Senior Manager of Enterprise Sales, Articulate

• They are a proven sales leader with a track record of exceeding goals, driving innovation, and cultivating team excellence. You may be a great match if you are energized by strategic problem-solving, deeply committed to your team's growth, and skilled at creating scalable systems to elevate performance!
• 5+ years of sales leadership experience managing quota-carrying enterprise or commercial SaaS teams
• Proven success leading teams to consistently meet or exceed revenue and pipeline targets
• Experience managing complex sales cycles with enterprise accounts
• Demonstrated ability to build and scale outbound sales motions
• Proficiency with sales tools such as Salesforce, Outreach, and ZoomInfo
• Strong analytical skills, with the ability to interpret data and translate into strategic action
• Executive-level written and verbal communication skills
• Deep commitment to developing and coaching others
• BA/BS degree or equivalent experience

Desirable

• Articulate is seeking a dynamic and strategic Senior Manager, Strategic Enterprise Account Executives to lead a high-performing US/CAN sales team laser-focused on surpassing our growth goals!
• Reporting to the Sr. Director, Enterprise Sales, the Senior Manager plays a key role in coaching, mentoring, and scaling a team responsible for managing complex sales cycles within large organizations
• This individual will drive pipeline generation, revenue growth, and sales execution across Articulate’s largest enterprise opportunities
• Influential leader among their peers and cross functional teams. The “go to” for institutional knowledge, strategic thinking and problem-solving
• Lead the team to exceed revenue and pipeline targets through strategic selling to large enterprise accounts
• Drive execution of complex territory and account plans and ensure team mastery of enterprise deal strategy and qualification (e.g., MEDDPICC)
• Own performance forecasting, pipeline health, and sales process consistency in alignment with company growth goals
• Champion a territory-based strategy to expand wallet share within existing accounts and drive net new logo acquisition
• Critically reevaluate what success looks like on a regular basis, suggests new KPIs and provides new insights into improved ways to analyze and improve performance
• Deliver accurate sales forecasts, performance insights, and business recommendations to leadership to accelerate growth
• Promote consistent CRM hygiene and reporting standards across the team using Salesforce, Outreach, and ZoomInfo
• Serve as a strategic thought partner to your Account Executives, proactively identifying gaps, growth opportunities, and win strategies
• Engage in continuous improvement of onboarding, training, and sales enablement resources
• Contribute to outbound motion development — crafting strategy and execution plans for self-sourced top-of-funnel pipeline generation
• Work with adjacent teams to remove friction, share strategic insights, and improve enterprise customer experience
• Mentor and develop account executives through consistent coaching, actionable feedback, and clearly defined growth paths
• Foster a culture of ownership, collaboration, and high performance across the team
• Lead hiring and onboarding of new team members, with support from Sales Enablement
• Other duties, responsibilities, and activities may change or new ones may be assigned at any time with or without notice