Commercial Account Executive

Role Overview

• 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

Requirements

• 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

Benefits

• Base Salary Range: $58,292
• $75,385 for all U.S. locations
• Total Compensation Range: $102,983
• $133,181 for all U.S. locations, inclusive of base salary, commissions, and bonus potential.
• This position is bonus-eligible.
• Articulate also offers a robust suite of benefits — visit the website for a full list.