Articulate is seeking a SMB Account Executive to join our amazing team. In this role, you will call on customers and prospects in the SMB segment (1–350 employees). As a SMB Account Executive, you will own a defined territory and manage sales cycles involving small to medium-sized accounts. You will use a teach, tailor, and take control sales approach to proactively guide prospects through the sales process, driving revenue growth and creating happy Articulate customers. This role will also partner closely with our Canadian reseller network to support pipeline development, deal execution, and overall market success in Canada. You thrive in a fast-paced, high-autonomy environment, bring a highly consultative selling approach to your work, and collaborate effectively across internal teams to deliver an outstanding customer experience.

What You'll Do:

• Manage pipeline by proactively leading prospects through the sales process using MEDDPICC and Challenger Sales methodologies
• Develop and execute territory strategies to acquire net-new customers and expand revenue within existing accounts
• Take control of the sales process by understanding prospect pain points, challenging assumptions, creating constructive tension, providing commercial teaching, and closing deals
• Conduct discovery and needs analysis with prospects, identifying business drivers, buying processes, and stakeholders
• Provide tailored product demonstrations of Articulate solutions aligned to prospect goals and use cases
• Teach prospects about their industries and offer insights that cause them to think differently about their business and learning strategy
• Create and maintain accurate pipeline forecasts, opportunity notes, and activity tracking in Salesforce
• Create sales quotes, negotiate pricing and terms, and clearly explain Articulate subscription options
• Meet and exceed individual revenue and activity goals
• Partner cross-functionally with Customer Success to deliver a seamless customer experience
• Collaborate with Canadian resellers to support co-selling efforts, drive pipeline, and ensure a consistent customer experience
• Stay current on Articulate products, industry trends, and competitive landscape
• Be available during standard business hours, Monday–Friday, to respond to inbound sales inquiries (unless prior approval is given)
• Other duties as assigned

What You Should Have:

• Minimum 2 years’ of experience in a sales or sales adjacent role
• Solid computer skills, including experience with standard sales tools such as Salesforce, ZoomInfo, Outreach, and LinkedIn
• Strong written and verbal communication skills, with the ability to tailor messaging to multiple stakeholders
• Strong sense of urgency for reaching goals and deliverables while effectively managing multiple requests concurrently
• Excellent organizational skills and attention to detail, with the ability to manage a high-volume pipeline
• Independence in managing your territory, pipeline, and priorities
• A can-do, positive attitude with a strong sense of ownership and accountability
• BA or BS degree or equivalent experience

Nice to Haves:

• Experience selling B2B SaaS solutions in SMB environment; experience selling into Canada is a plus.
• Strong working understanding of MEDDPICC with exposure to more advanced deal qualification concepts.
• Experience selling into the Canadian market and/or working with reseller or partner-led sales motions.
• Experience with cold outreach and cold calling with success in creating and closing self-sourced business.
• Comfortable navigating longer sales cycles and multi-threaded deals.
• Familiarity with e-learning space and learning technology solutions (authoring tools, LMS,...

... enablement platforms).

• Experience working successfully in a remote or distributed sales environment.

Salary Range

$77,196 - $102,285 per year Base Salary Range: $50,... ...502 - $66,... ...916 for all U.S. locations Total Compensation Range: $77,... ...196 - $102,... ...285 for all U.S. locations (inclusive of base salary,... ... commissions,... ... bonus potential) This position is bonus eligible.

Additional Information

Articulate offers a robust suite of benefits. The application window closes 90 days from the original posting date.