Manager, Commercial Account Executives

Articulate is looking for a Manager, Commercial Account Executives (CAE) to lead a dynamic US/CAN sales team laser-focused on surpassing our growth goals. Reporting to the Senior Director of Sales, you will be responsible for hiring, developing, and leading a high-performing team of CAEs to meet and exceed Articulate 360 sales goals through inbound and outbound sales motions. The right candidate is truly passionate about e-learning software, thrives in a fast-paced, agile environment, and works well as part of a team that is committed to providing an outstanding sales experience for Articulate prospects as they move through the buying process.

What You'll Do:

• 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

What You Should Have:

• 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

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