SMB Account Executive

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

What You'll Do:

• 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.

What You Should Have:

• 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

Nice to Haves:

• Experience in prospecting both inbound and outbound leads for a B2B,SaaS organization (nice to have)
• Familiarity with the e-learning spaceand product offerings for authoring toolsand learning management systems (nice to have)