What You'll Do:
- Manage pipeline by proactively leading prospects through the sales process using MEDDPICC & Challenger Sales methodologies
- Develop and execute strategies for acquiring net-new customers and grow Articulate revenue in existing customers in your assigned territory
- Develop a deep understanding of Articulate 360 and demonstrate competency around other Articulate product
- Take control of the sales process by understanding prospect pain points, challenging prospect assumptions, creating constructive tension, providing commercial teaching, and closing Articulate 360 sales
- Teach prospects about their industries and offer unique insights that cause prospects to think differently about their business
- Conduct needs analysis with prospects and provide product demonstrations that solve the needs of the prospect
- Use insights and consultative selling techniques to teach prospects about their industry and offer unique perspectives on their business, linking back to Articulate solutions
- Create quarterly territory plans that outline your outbound and inbound strategies
- Create sales quotes, negotiate with prospects, and explain Articulate subscription options that meet the needs of prospective customers
- Meet (and exceed) revenue goals
- Work cooperatively with other Articulate teams to deliver an exceptional customer experience
- Keep current with existing and new apps as well as industry trends
- Available during requested business hours, Monday - Friday to respond to incoming sales inquiries (unless prior approval from management has been given)
- Other sales duties as assigned
What You Should Have:
- Minimum 3 years of experience in a sales role
- Minimum 2 years of experience with cold outreach and cold calling, where you’ve had success in creating and closing self-sourced business
- Solid computer skills, including experience with Salesforce and/or Outreach
- Excellent attention to detail and follow-through, with the ability to handle and prioritize high-volume activities without letting anything fall through the cracks
- Ability to tailor communication to the prospect’s needs with authority and has strong verbal and written communication skills
- Independence at managing personal sales pipeline, and other duties as assigned or time allows
- A can-do, positive attitude
- Positive, energetic phone presence
- Thoughtfulness and be a trustworthy doer
- BA or BS degree or equivalent experience
Nice to Haves:
- Knowledge of the SaaS Software industry, as well as experience with Salesforce, Outreach, ZoomInfo, and LinkedIn SalesNavigator
- Familiarity with the e-learning space and the product offerings for authoring tools and learning management systems
- Fundamental understanding of MEDDPICC methodology
- Worked in a remote environment
