SMB Account Executive

🕒 April 8

🇺🇸 United States – Remote

💵 $77.2k - $102.3k / year

⏰ Full Time

🟢 Junior

🟡 Mid-level

🧑‍💼 Account Executive

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Articulate

WebsiteLinkedInAll Job Openings

201 - 500 employees

Founded 2002

💰 $1.5G Series A on 2021-06

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

📋 Description

• 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.

🎯 Requirements

• 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