Manager of Commercial Account Executives, Articulate
$139.9-209.9k
OTE
Salesforce
Outreach
Mid and Senior level
Remote in US
SaaS training & development platform
Be an early applicant
SaaS training & development platform
501-1000 employees
B2BEnterpriseInternal toolsContentTrainingLearningSaaS
Be an early applicant
$139.9-209.9k
OTE
Salesforce
Outreach
Mid and Senior level
Remote in US
501-1000 employees
B2BEnterpriseInternal toolsContentTrainingLearningSaaS
Company mission
To empower people to live better lives.
Role
Who you are
- The right candidate is truly passionate about e-learning software, thrives in a fast-paced, agile environment, and works well as part of a team that is committed to providing an outstanding sales experience for Articulate prospects as they move through the buying process
- Minimum 3 years of experience in sales management role working with Commercial/Mid-Market Account Executives (preferably selling Saas product)
- Proven experience managing quota-carrying sales team
- Experience selling to Commercial/Mid-Market customers in the past; willing to “lead by example” and sell/work with select prospects
- Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)
- Experience utilizing CRM systems and sales engagement systems (such as Salesforce, Outreach, etc.)
- Outside of the box thinker who can help drive successful outbound initiatives
- Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload
- Strong relationship building and negotiation skills
- Experience in applying change management in adoption of new processes
- A passionate commitment to growth and development of direct reports
- Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others
- Thoughtful, trustworthy doer
- BA or BS degree or equivalent experience
What the job involves
- Articulate is looking for a Manager, Commercial Account Executives (CAE) to lead a dynamic US/CAN sales team laser-focused on surpassing our growth goals
- Reporting to the Senior Director of Sales, you will be responsible for hiring, developing, and leading a high-performing team of CAEs to meet and exceed Articulate 360 sales goals through inbound and outbound sales motions
- Drive, manage, and execute the business and revenue of the Articulate 360 sales team
- Meet and exceed quota targets
- Analyze market dynamics in an effort to maximize existing successes and to create new sales growth opportunities
- Prepare forecasts and manage to growth plans
- Establish KPIs and report on metrics to measure team performance; address areas for improvement where necessary
- Continue to scale and iterate our outbound sales motion to drive self generated top of funnel pipeline Work with CAEs on “owning their territory”, which includes driving existing customer expansion and net new logo acquisition
- Partner with cross-functional leadership to insure alignment between teams
- Ensure that the sales plan aligns with and supports Articulate’s corporate revenue goal
- Mentor and provide career guidance; ensure CAEs
- Improve performance and abilities over time by providing coaching and feedback in recurring 1:1s
- Act as escalation point for CAEs
- Plan for and hire new CAEs
- Create and manage onboarding and continuous training with the help of the sales enablement team
- Work with adjacent management teams (customer success, revops, order management, marketing) to regularly assess operational efficiencies and address areas for improvement
- Liaise with sales management team members to ensure seamless flow of information regarding sales opportunities
- Provide regular updates to the Senior Director of Sales regarding team accomplishments, inefficiencies, and suggestions for improvement
Our take
Articulate is a SaaS based training platform for SMBs and Enterprises, aiming to empower anyone – not just learning professionals – to deliver training to a business.
The business was founded in 2002 as a plug-in for Microsoft PowerPoint, and was entirely bootstrapped until a 2021 funding round of $1.5 billion. Since its launch, it has grown significantly - now serving over 100,000 organizations and upwards of 100 million learners customers across the globe, including every single one of the Fortune 100.
The company has invested in aggressive expansion, and is already the most dominant player by far in course-authoring apps. This isin part due to capitalizing on the significant opportunity in targeting businesses that are looking to move from in-person to online-based learning.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Led by a woman
Top investors
Company
Funding (1 round)
Jul 2021
$1.5bn
SERIES A
Total funding: $1.5bn
Company benefits
- Student debt repayment - Get up to $2,400 annually ($200/month) in student loan repayments
- Flexible PTO
- Fully remote (we'll help set up your home office with awesome equipment and technology)
- We offer $100 a month toward well-being
- We offer Fortune 500-level medical, dental, and vision coverage for our employees and their dependents
- We offer a baby bonding benefit of up to 17 weeks paid leave to primary and non-primary caregivers
- We offer all employees up to $3,000 tax-free annually for child care assistance
- Tuition reimbursement - Continue your education in any subject you want. We provide up to $5,250/year for classes at a code school or accredited college
- Transgender benefit - We offer medical coverage for gender-affirming surgery and supplemental procedures, along with paid leave for recovery
- We match up to $500 of employee donations each calendar year to nonprofit organizations
- We offer $4,000 annually to travel to seek legal abortion services
- Contribute to your choice of Fidelity 401k plans. Articulate will also contribute 3% of your salary to your 401k whether you decide to contribute or not
- Give your loved ones peace of mind. We provide life, AD&D, short-term disability, and long-term disability benefits to all employees
- We cover 100% of eleven therapy sessions and eleven therapeutic coaching sessions per year with a licensed therapist through the Modern Health platform for each employee and their dependents
- Health savings account (HSA) - We contribute $1000 for family and $500 for individuals annually to help cover co-pays and other medical expenses
- Get coaching in social, physical, financial, and mental well-being. We offer unlimited life-coaching sessions with certified coaches through the Wellness Coach platform
- We value our employees and the important milestones in their lives. We celebrate with cupcakes, Slack shoutouts, and virtual parties
- We support the growth and development of our employees through coaching, internal training, and skills training opportunities
- We offer our employees time off to volunteer in meaningful ways within their communities and beyond
- We offer service sabbaticals to support our employees in doing the work to advance human rights, civil rights, and environmental health
- Cash for Change - Our employee-guided corporate giving program supports organizations advancing human rights, civil rights, and environmental health
Company values
- We are all human
- We are all connected
- We are all works-in-progress
- We are responsible for ourselves and accountable to one another
- We are focused on results and strive to make a positive impact in the world
- We are called to create an equitable, sustainable, and empowering workplace
Company HQ
NoMad, New York, NY
Articles
Leadership
Adam Schwartz
(Founder, CEO & Executive Chair)Founded Articulate in 2002 with a vision to make it easier for the world to learn. Previously served as General Manager for a division of Knowledge Universe.
Lucy Suros
(Director & Vice Chair of the Board)Served as CEO of the company from 2021 to 2023. Previously acted as Marketing Consultant for The Content Bureau and as PR Director for Switzer Communications.
Diversity, Equity & Inclusion at Articulate
- We're committed to hiring people with minoritized identities and supporting these employees at every level in the organization. We employ inclusive hiring strategies, coach managers on inclusion, and regularly audit salaries and development opportunities to ensure equity company-wide
- We're creating thriving spaces and positive experiences for all employees. Our employee resource groups (ERGs) create a sense of belonging, cultivate relationships, and build support structures between people with similar backgrounds and experiences. We incorporate DIBs programming into our annual company retreat and sponsor professional development organizations focused on marginalized communities
- We're continuously expanding our capacity to support each other across various identities. We offer training and coaching to help our team understand how to build and participate in an inclusive culture—at work and throughout their lives. For example, every Articulate employee participates in "Look Deeper: Race" training, which includes discussions on how we collectively build a diverse culture of equity, inclusion, and belonging amongst our Articulate and Rise.com teams. We also regularly hold virtual lunch and learns, have virtual guest speakers, and offer educational e-learning courses on celebrations and histories of various cultures
- We work to provide employees with clear guidance and institute company-wide practices that support our diversity and inclusion efforts. Our DIBs committee is composed of a rotating group of Articulate employees (including executives) who foster a culture where employees feel empowered, accepted, respected, valued, and safe in all our differences. The committee explores ways we can improve practices related to DIBs and develops strategies for strengthening the hiring, support, and retention of underrepresented employees
- We measure how we are doing meeting our diversity and inclusion goals through an annual engagement survey. The DIBs committee analyzes results, highlights themes, and makes recommendations for improvement
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