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 salesManage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologiesTeach 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 prospectUse insights and consultative selling techniques to teach prospects about their industry and offer unique perspectives on their business, linking back to Articulate solutionsDevelop and execute strategies to grow Articulate 360 and Rise.com seat count within large, multinational companiesDevelop and execute strategies for acquiring net-new customers among large, multinational companiesBuild 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 problemsWork with internal Articulate teams to define additional resources needed during the sales cycleShare winning sales strategies and tactics with our sales enablement manager to train other team members on successful approachesShare objections and roadblocks to executive management that prevents successCreate and manage an opportunity pipeline in Salesforce Be accountable for sales resultsRepresent Articulate at e-learning association conferences to promote Articulate solutionsOther 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 experience5+ years of exceptional success selling SaaS products into complex, large, enterprise accountsChallenger-based sales training and experienceExperience and success with team sellingHighly adept at navigating complex organizations and building relationshipsSelf-motivated, with the ability to work individually and in a team environmentKnowledge 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 sequenceExcellent communicator who enjoys prospect interactionsA can-do, tenacious winner who hates losingVery self-motivated and self-directedAbility to negotiate nonstandard dealsHighly competitive, while also ethical and kindThoughtful, trustworthy doerBA/BS degree or equivalent experienceNice to Haves: Knowledge of the SaaS Software industry, as well as experience with Salesforce.com, Outreach, ZoomInfo, LinkedIn SalesNavigatorExperience with MEDDPICC and Challenger methodologiesAbout us
Articulate Global, LLC, is the leading SaaS provider of creator platforms for online workplace training. Founded by Adam Schwartz in 2002, Articulate provides creator tools and services that make it simple for enterprises and SMBs to develop, deliver, and analyze online workplace training that’s engaging and effective. Increasingly, organizations must reskill employees for ever-changing remote and hybrid work environments, create learning cultures that attract and retain employees in a tight labor market, and use training to build more equitable, empowering, and engaging workplaces. Articulate helps organizations address these critical business needs with its creator platform for workplace training. Articulate 360—a suite of creator tools for online courses—was named the 7th most-loved product in the world by TrustRadius in 2021. And
Rise—an all-in-one online training system that makes online training easy to create, enjoyable to take, and simple to manage—is the first creator platform for SMBs and departments within the enterprise. Articulate has more than 118,000 customers in 170 countries and counts all 100 of the Fortune 100 companies as customers.
Named one of Inc. Magazine’s Best Workplaces 2022 and a leader in building a
human-centered organization, Articulate is guided by a commitment to provide the best value to customers, do right by employees, and create an equitable, empowering workplace for all. As a human-centered organization, we honor people’s humanity knowing that each person’s unique history, vulnerabilities, and social location inform how we show up with one another. We embrace our connectedness, aware that what we do and say impacts others. We give each other grace because we are all works in progress, learning and evolving every day. And we take responsibility for ourselves and are serious about our accountability to each other. In all we do, we strive to create an equitable, sustainable, and empowering workplace while we drive results for the business and make a positive impact in the world.
Read more about our values here.
Articulate Global, LLC is an Equal Employment Opportunity and Affirmative Action employer and complies with all applicable federal, state, and local fair employment practices laws. All employment decisions at Articulate are based on business needs, job requirements, and individual qualifications directly related to the job, without regard to any protected characteristic or class, including, but not limited to, race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law. Qualified candidates with criminal histories will be considered for this role in a manner consistent with applicable law. Articulate is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation related to the application process due to a disability, you may contact us at hr@articulate.com.
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