Director, Sales & Business Development

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October 17

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Articulate

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Articulate develops e-learning software, content, and resources that change the way the world learns. More than 118,000 organizations worldwide, including all 100 of Fortune 100, have created millions of courses using our online training apps, Articulate 360 and Rise.com. With Articulate 360, e-learning developers get everything they need to create courses for their learning management systems, including the award-winning authoring app Storyline 360. Learn more about Articulate 360 at https://articulate.com/360.With Rise.com, organizations get everything they need to create, track, and manage their online training in one complete system. It's the all-in-one online training system employees love. Learn more about Rise.com at https://rise.com.Articulate also has the industry's largest community, E-Learning Heroes, where online training professionals get inspiration, guidance, product support, and best practices on building online training. Join the 1+ million member of E-Learning Heroes at https://community.articulate.com.As a human-centered organization, Articulate is driven by our vision to empower people to live better lives. We're committed to providing the best value to customers and doing right by our employees.We're building a team that looks like the world we live in and an environment where people from diverse backgrounds feel like we belong. Learn more about why we're one of Inc. Magazine's Best Workplaces of 2020: articulate.com/about/careers

201 - 500 employees

Founded 2002

💰 $1.5G Series A on 2021-06

📋 Description

• Architect & own charter, coverage, and operating playbooks for inbound SDRs and outbound BDRs; evaluate and evolve team structure (separate vs. blended) based on performance data and GTM strategy. • Lead the transformation of reactive inbound handling into a proactive, integrated inbound + outbound engine tied to ICP and segment priorities. • Directly lead a blended team of individual contributors and one front-line manager, with accountability for building future leadership capacity as the function scales. • Serve as senior escalation point for complex prospect situations and pipeline-critical blockers, ensuring alignment with broader revenue strategy and business goals. • Own responsive, high-quality coverage of inbound interest across phone, chat, email and other emerging channels; continuously improve speed-to-lead, qualification depth, and conversion to sales-accepted opportunities. • Build and optimize targeted outbound programs (cold calling, email sequences, and social/LinkedIn engagement) to create net-new pipeline from ICP accounts; ensure disciplined cadence execution. • Define and manage KPIs (response SLAs, conversation/meeting rates, SAL→SQL conversion, pipeline created, forecast quality); maintain transparent dashboards for stakeholders. • Partner with Revenue Operations and Sales Enablement on onboarding, training, sales assets, territory design, equitable goals/comp plans, and tooling adoption. • Implement and refine processes that maximize productivity and improve handoff quality to closing teams; enforce CRM hygiene. • Ensure rigorous opportunity qualification (e.g., BANT) across inbound; encourage advanced methodologies (e.g., MEDDPICC/Challenger) where appropriate. • Drive effective use of CRM and sales engagement tools (Salesforce, Outreach/Salesloft, ZoomInfo); evaluate and adopt best-in-class technologies. • Forecast pipeline contribution by segment/region; communicate insights, risks, and remediation plans to executive stakeholders. • Partner tightly with Marketing on MQL definitions, lead routing rules, campaign feedback, and experiments to raise conversion rates. • Foster and scale a human-centered, inclusive culture; recognize performance, maintain high morale, and improve retention. • Meet and exceed pipeline targets; continuously identify opportunities to improve efficiency, quality, and scale.

🎯 Requirements

• 5+ years building and leading multi-level inbound (SDR) and outbound (BDR) pipeline-generation teams with a track record of exceeding goals. • Demonstrated strength in change management and process optimization across high-volume motions. • Mastery of CRM and sales engagement platforms (Salesforce; Outreach and/or Salesloft; ZoomInfo). • Strong analytical acumen with the ability to define and manage KPIs, forecast performance, and drive data-informed strategy. • Outstanding executive communication and influence skills, with experience aligning senior stakeholders across the business. • Bachelor’s degree or equivalent experience.

🏖️ Benefits

• The total pay range, inclusive of base salary and commission, for this position is $151,724 to $227,586 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, check out the website for a full list. • 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.