Manager, Commercial Account Executives

United States North American Sales / Full-time- Remote / Remote 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. 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.

What You'll Do:

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 generatedtop 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 Articulates 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

What You Should Have:

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-Marketcustomers 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

$139,923 - $209,885 a year The total pay range, inclusive of base salary, commissions and bonus, for this position is $139,923 to $209,885 for all US locations. Articulate takes into consideration a wide range of factors that are utilized in making compensation decisions including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs. This position is also bonus eligible. Articulate also offers a robust suite of benefits,...