SMB Account Executive - Remote Eligible

SMB Account Executive

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.

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
• Strong, fundamental understanding of lead and inside sales best practices

$77,196 - $115,794 a year

This role is non-exempt/hourly. The total pay range, inclusive of base salary, commissions and bonus, for this position is $77,196 to $115,794 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. Articulate also offers a robust suite of benefits, check out the website for a full list.

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.

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.

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.