Strategic Enterprise Account Executive

United States North American Sales / Full-time- Remote / Remote Articulate is seeking a Strategic Enterprise Account Executive (SEAE) to join our amazing team. The Articulate 360 Strategic Enterprise Account Executive (SEAE) has a history of surpassing quota, acquiring new customers and expanding existing accounts. The SEAE will primarily operate in an outbound engagement role, calling on large enterprise level prospects and customers. Success will be achieved by having productive interactions with these prospects that lead to Articulate revenue and happy customers.

What You'll Do:

• 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
• Manage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologies
• 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
• Develop and execute strategies to grow Articulate 360 and Rise.com seat count within large, multinational companies
• Develop and execute strategies for acquiring net-new customers among large, multinational companies
• Build relationships using remote-based communications (phone, video conferences, email)
• Communicate the value proposition of Articulate products, overcoming objections and beating out competitors Host customized web demos that showcase Articulate products benefits that solve customer problems
• Work with internal Articulate teams to define additional resources needed during the sales cycle
• Share winning sales strategies and tactics with our sales enablement manager to train other team members on successful approaches
• Share objections and roadblocks to executive management that prevents success
• Create and manage an opportunity pipeline in Salesforce
• Be accountable for sales results
• Represent Articulate at e-learning association conferences to promote Articulate solutions
• Other duties, responsibilities, and activities may change or new ones may be assigned at any time with or without notice.

What You Should Have:

• 8+ years of Sales experience
• 5+ years of exceptional success selling SaaS products into complex, large, enterprise accounts
• Challenger-based sales training and experience
• Experience and success with team selling
• Highly adept at navigating complex organizations and building relationships
• Self-motivated, with the ability to work individually and in a team environment
• Knowledge of third-party data sources and sales tactics to identify ideal prospects within accounts
• Comfort in and proven ability in making cold-calls and managing a sales outbound sequence
• Excellent communicator who enjoys prospect interactions
• A can-do, tenacious winner who hates losing
• Very self-motivated and self-directed
• Ability to negotiate nonstandard deals
• Highly competitive, while also ethical and kind
• Thoughtful, trustworthy doer
• BA/BS degree or equivalent experience

Nice to Haves:

• Knowledge of the SaaS Software industry, as well as experience with Salesforce.com, Outreach, ZoomInfo, LinkedIn SalesNavigator
• Experience with MEDDPICC and Challenger methodologies

$172,923 - $259,385 a year The OTE pay range, inclusive of base salary and commissions for this position is $172,923 to $259,385 for all US locations. This range reflects the minimum and maximum amounts we believe in good faith, at the time of this posting, are appropriate for this role. Actual compensation may vary, subject to future adjustment as needed. Articulate considers a wide range of factors 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. This position is eligible for Articulates robust suite of benefits which are detailed here. The application window for this position is expected to close 90 days from the original posting date. This is a US-based role and can be performed remotely from anywhere within the United States. Occasional travel for company events may be required. Employees must physically reside and work within the US throughout their employment and must immediately notify Articulate of any change of address.