SMB Account Executive

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