International Sales Account Executive - job 2 of 2

Articulate is looking for an International Sales Account Executive to join our amazing team. As an International Enterprise Account Executive, you will report to the VP, International Sales and work in coordination with our Channel Sales Managers to drive international sales. Our international sales motion is predominantly fulfilled through the channel, complemented by direct sales. You will be responsible for identifying international sales that must be direct, qualify and drive those deals to closure. You thrive in an environment with tons of autonomy, love a high-volume, fast-paced environment, and work well as part of a team that is laser-focused on providing an outstanding experience for Articulate users as well as internal colleagues.

This role is based remotely in the US and is not a commissioned-based sales position at this time.

What you'll do

• Manage pipeline by proactively leading prospects through the sales process using MEDDPICC methodology.
• Meet (and exceed) corporate revenue goals.
• Available during European (CET) business hours, Monday - Friday to respond to incoming sales inquiries (unless prior approval from management has been given).
• Work cooperatively with other Articulate teams and channel partners to deliver an exceptional customer experience.
• Work with in-country partners to process and fulfill orders when necessary.
• Develop a deep understanding of Articulate 360 and demonstrate competency around other Articulate products.
• 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.
• Create sales quotes, negotiate with prospects, and explain Articulate subscription options that meet the needs of prospective customers.

What you should have

• Minimum 3+ years of experience in a sales role.
• Solid computer skills, including experience with Salesforce and 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 with a positive, energetic phone presence.

You're the ideal candidate if you have

• You have SaaS experience.
• BA or BS degree or equivalent experience preferred.
• Worked with channel sales partners and familiar with the channel sales motion.
• Fundamental understanding of MEDDPICC methodology.
• Worked in a remote environment.

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