Mid-Market Account Executive
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Job Description
Mid-Market Account Executive managing sales cycles in the Mid-Market segment. Driving revenue growth and creating happy Articulate customers through consultative selling approach.
Responsibilities:
- Manage pipeline by proactively leading prospects through the sales process using MEDDPICC and Challenger Sales methodologies
- Develop and execute territory strategies to acquire net-new customers and expand revenue within existing accounts
- Take control of the sales process by understanding prospect pain points, challenging assumptions, creating constructive tension, providing commercial teaching, and closing deals
- Conduct discovery and needs analysis with prospects, identifying business drivers, buying processes, and stakeholders
- Provide tailored product demonstrations of Articulate solutions aligned to prospect goals and use cases
- Teach prospects about their industries and offer insights that cause them to think differently about their business and learning strategy
- Create and maintain accurate pipeline forecasts, opportunity notes, and activity tracking in Salesforce
- Create sales quotes, negotiate pricing and terms, and clearly explain Articulate subscription options
- Meet and exceed individual revenue and activity goals
- Partner cross-functionally with Customer Success to deliver a seamless customer experience
- Collaborate with Canadian resellers to support co-selling efforts, drive pipeline, and ensure a consistent customer experience
- Stay current on Articulate products, industry trends, and competitive landscape
- Be available during standard business hours, Monday–Friday, to respond to inbound sales inquiries (unless prior approval is given)
Requirements:
- Minimum 2 years of experience in Mid-Market sales or equivalent
- Proven success managing full-cycle sales with small or mid-sized accounts
- Experience with both inbound and outbound prospecting, including self-sourced pipeline
- Solid understanding of consultative selling techniques and sales process discipline
- Experience using core sales tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator
- Strong written and verbal communication skills, with the ability to tailor messaging to multiple stakeholders
- Excellent organizational skills and attention to detail, with the ability to manage a high-volume pipeline
- Independence in managing your territory, pipeline, and priorities
- A can-do, positive attitude with a strong sense of ownership and accountability
- BA or BS degree or equivalent experience
Benefits:
- This position is bonus-eligible.
- Articulate also offers a robust suite of benefits — visit the website for a full list.
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