SMB Account Executive

Remote, United StatesRemoteFull TimePosted 2 months agoVisa sponsorship available

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Role summary

Articulate is looking for a results-driven SMB Account Executive to join their sales team. This role focuses on increasing revenue within small to medium-sized businesses (up to 2,000 employees) through a mix of inbound leads and outbound prospecting. The Account Executive will utilize a consultative sales approach to guide clients through the sales cycle, identify their business needs, and deliver appropriate solutions. Key responsibilities include maintaining accurate records in Salesforce, gathering prospect feedback for product development, and supporting team objectives. A minimum of 2 years in an inside sales or development role, proficiency with sales tools like Salesforce, ZoomInfo, Outreach, and LinkedIn, strong communication skills, and a proactive, goal-oriented attitude are required.

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.

While this position is fully remote, regular working hours of 8:00 a.m. to 5:00 p.m. Pacific Time or Mountain Time are required to ensure real-time collaboration and support coverage across the organization.

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:

Demonstrated success in prospecting both inbound and outbound leads for a B2B, SaaS organization
Familiarity with the e-learning space and the product offerings for authoring tools and learning management systems

About 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.

(For information about Articulate's privacy practices, please view our Privacy Notice)

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