SMB Account Executive, Articulate

• Minimum 2 years’ experience in an inside sales or development role
• Solid computer skills, including experience with core sales tools such as Salesforce, ZoomInfo, Outreach, and LinkedIn
• Positive, energetic phone presence
• Outstanding written and verbal communication skills
• A can-do, positive attitude
• Strong sense of urgency for reaching goals and deliverables while managing multiple requests concurrently
• Solid understanding of client pain points and business needs, with a solutions-oriented and consultative approach to problem-solving
• Curiosity, self-discipline, self-motivation, and a desire to win over prospects
• Thoughtful, productive, and trustworthy
• BA or BS degree or equivalent experience

Desirable

• Articulate is seeking a results-oriented SMB Account Executive to join our high-performing sales team
• In this role, you will focus on growing revenue with small to medium-sized businesses (≤2,000 employees) by managing a blend of inbound leads and proactive outbound efforts
• You will leverage a consultative, “teach, tailor, and take control” sales approach to guide prospects through the sales cycle, whether responding to qualified interest or uncovering new opportunities, to deliver solutions that address their business needs
• Develop and execute strategic territory plans to identify, engage, and nurture new business opportunities within the SMB segment
• Drive outbound prospecting through targeted outreach, including calls, emails, and social selling, to build and maintain a healthy sales pipeline
• Respond promptly to inbound leads, qualifying interest and moving hand-raisers efficiently through the sales process to close
• Qualify and advance both inbound and outbound opportunities using the MEDDPICC sales methodology, ensuring a strong fit and alignment with business needs
• Lead prospects through the sales process by understanding pain points, challenging assumptions, and providing commercial insights that differentiate Articulate’s solutions
• Conduct thorough discovery to assess purchasing timelines, decision criteria, and organizational priorities
• Deliver engaging and tailored product demonstrations that address specific prospect requirements and use cases
• Maintain accurate and detailed records of prospect interactions, pipeline status, and sales activities in Salesforce
• Capture and communicate prospect feedback, requests, and emerging requirements to help inform ongoing product development
• Perform other duties as assigned to support team and company goals