Commercial Account Executive, Articulate

• Minimum 3 years of experience in a sales role
• Minimum 2 years of experience with cold outreach and cold calling, where you’ve had success in creating and closing self-sourced business
• Solid computer skills, including experience with Salesforce and/or Outreach
• Excellent attention to detail and follow-through, with the ability to handle and prioritize high-volume activities without letting anything fall through the cracks
• Ability to tailor communication to the prospect’s needs with authority and has strong verbal and written communication skills
• Independence at managing personal sales pipeline, and other duties as assigned or time allows
• A can-do, positive attitude
• Positive, energetic phone presence
• Thoughtfulness and be a trustworthy doer
• BA or BS degree or equivalent experience

Desirable

• Articulate is looking for a Commercial Account Executive to join our amazing team.
• As a Commercial Account Executive, you will be calling on customers and prospects in our Mid Market (>2001 - 20,000 employees) segment. Success will be achieved by having productive interactions with customers and prospects that lead to Articulate revenue and happy customers
• You thrive in an environment with tons of autonomy, love a high-volume, fast-paced environment, and work well as part of a team that is laser-focused on providing an outstanding experience for Articulate customers & prospects, as well as, internal colleagues
• Manage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologies
• Develop and execute strategies for acquiring net-new customers and grow Articulate revenue in existing customers in your assigned territory
• Develop a deep understanding of Articulate 360 and demonstrate competency around other Articulate product
• 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
• 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
• Create quarterly territory plans that outline your outbound and inbound strategies
• Create sales quotes, negotiate with prospects, and explain Articulate subscription options that meet the needs of prospective customers
• Meet (and exceed) revenue goals
• Work cooperatively with other Articulate teams to deliver an exceptional customer experience
• Keep current with existing and new apps as well as industry trends
• Available during requested business hours, Monday - Friday to respond to incoming sales inquiries (unless prior approval from management has been given)
• Other sales duties as assigned