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Articulate · 15 hours ago

Manager, Commercial Account Executives

United States

Full-time

Remote

Mid, Senior Level

$140K/yr - $210K/yr

3+ years exp

Articulate is a leading SaaS provider of creator platforms for online workplace training, and they are seeking a Manager, Commercial Account Executives to lead their sales team. The role involves driving sales growth, managing team performance, and ensuring alignment with the company's revenue goals while providing mentorship and guidance to team members.

E-LearningEdTechEducationSoftwareTraining

Growth Opportunities

Responsibilities

Drive, manage, and execute the business and revenue of the Articulate 360 sales team

Meet and exceed quota targets

Analyze market dynamics in an effort to maximize existing successes and to create new sales growth opportunities

Prepare forecasts and manage to growth plans

Establish KPIs and report on metrics to measure team performance; address areas for improvement where necessary

Continue to scale and iterate our outbound sales motion to drive self generated top of funnel pipeline Work with CAEs on 'owning their territory', which includes driving existing customer expansion and net new logo acquisition

Partner with cross-functional leadership to insure alignment between teams

Ensure that the sales plan aligns with and supports Articulate’s corporate revenue goal

Mentor and provide career guidance; ensure CAEs improve performance and abilities over time by providing coaching and feedback in recurring 1:1s

Act as escalation point for CAEs

Plan for and hire new CAEs

Create and manage onboarding and continuous training with the help of the sales enablement team

Work with adjacent management teams (customer success, revops, order management, marketing) to regularly assess operational efficiencies and address areas for improvement

Liaise with sales management team members to ensure seamless flow of information regarding sales opportunities

Provide regular updates to the Senior Director of Sales regarding team accomplishments, inefficiencies, and suggestions for improvement

Qualification

Sales management experienceSaaS product salesCRM systems proficiencyQuota managementCoachingMentoringExecutive communicationChange managementRelationship buildingNegotiation skillsPresentation skills

Required

Minimum 3 years of experience in sales management role working with Commercial/Mid-Market Account Executives (preferably selling Saas product)

Proven experience managing quota-carrying sales team

Experience selling to Commercial/Mid-Market customers in the past; willing to 'lead by example' and sell/work with select prospects

Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.)

Experience utilizing CRM systems and sales engagement systems (such as Salesforce, Outreach, etc.)

Outside of the box thinker who can help drive successful outbound initiatives

Ability to exercise effective judgment, sensitivity, creativity to changing needs and situations; ability to handle a fast-paced environment and challenging workload

Strong relationship building and negotiation skills

Experience in applying change management in adoption of new processes

A passionate commitment to growth and development of direct reports

Strong presentation skills; Executive level communication skills (both written and verbal) and the ability to mentor others

Thoughtful, trustworthy doer

BA or BS degree or equivalent experience