SMB Account Executive

🇺🇸In-Person - United States$45K–$65K/yri3h ago

Corporate Sales Inside Sales Business Development SaaS Sales Account Management Smb Sales

Summary

Articulate seeks a results-driven SMB Account Executive to drive revenue growth with small to medium-sized businesses through a blend of inbound lead management and proactive outbound prospecting. This role focuses on consultative selling to deliver tailored training solutions that address client business needs.

Key Responsibilities: Develop territory plans to identify and engage new SMB opportunities, drive outbound prospecting via calls and social selling, qualify inbound leads efficiently, and conduct product demonstrations tailored to prospect requirements. Maintain accurate Salesforce records, gather customer feedback for product development, and manage multiple concurrent sales activities.

Skills & Tools: Proficiency with sales tools including Salesforce, ZoomInfo, Outreach, and LinkedIn; strong verbal and written communication abilities; MEDDPICC sales methodology expertise; and a consultative, solutions-oriented approach to problem-solving. Demonstrated ability to qualify prospects, understand pain points, and maintain positive customer relationships under deadline pressure.

Qualifications: Minimum 2 years of inside sales or sales development experience with a BA/BS degree or equivalent professional experience. Prior success in B2B SaaS prospecting and familiarity with e-learning or authoring tools preferred.

Location: United States

Compensation: Not provided by employer. Typical compensation for this role is $50,000 – $70,000/year based on title, seniority, and location.

Job Description

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

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.

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