Sr. Manager, Enterprise Sales

Articulate is seeking a dynamic and strategic Senior Manager, Strategic Enterprise Account Executives to lead a high-performing US/CAN sales team laser-focused on surpassing our growth goals! Reporting to the Sr. Director, Enterprise Sales, the Senior Manager plays a key role in coaching, mentoring, and scaling a team responsible for managing complex sales cycles within large organizations.
This individual will drive pipeline generation, revenue growth, and sales execution across Articulate’s largest enterprise opportunities. They are a proven sales leader with a track record of exceeding goals, driving innovation, and cultivating team excellence. You may be a great match if you are energized by strategic problem-solving, deeply committed to your team's growth, and skilled at creating scalable systems to elevate performance!

What You'll Do:

• Influential leader among their peers and cross functional teams. The “go to” for institutional knowledge, strategic thinking and problem-solving.
• Lead the team to exceed revenue and pipeline targets through strategic selling to large enterprise accounts
• Drive execution of complex territory and account plans and ensure team mastery of enterprise deal strategy and qualification (e.g., MEDDPICC)
• Own performance forecasting, pipeline health, and sales process consistency in alignment with company growth goals
• Champion a territory-based strategy to expand wallet share within existing accounts and drive net new logo acquisition
• Critically reevaluate what success looks like on a regular basis, suggests new KPIs and provides new insights into improved ways to analyze and improve performance 
• Deliver accurate sales forecasts, performance insights, and business recommendations to leadership to accelerate growth 
• Promote consistent CRM hygiene and reporting standards across the team using Salesforce, Outreach, and ZoomInfo
• Serve as a strategic thought partner to your Account Executives, proactively identifying gaps, growth opportunities, and win strategies
• Engage in continuous improvement of onboarding, training, and sales enablement resources
• Contribute to outbound motion development — crafting strategy and execution plans for self-sourced top-of-funnel pipeline generation
• Work with adjacent teams to remove friction, share strategic insights, and improve enterprise customer experience
• Mentor and develop account executives through consistent coaching, actionable feedback, and clearly defined growth paths
• Foster a culture of ownership, collaboration, and high performance across the team
• Lead hiring and onboarding of new team members, with support from Sales Enablement
• Other duties, responsibilities, and activities may change or new ones may be assigned at any time with or without notice.

What You Should Have:

• 5+ years of sales leadership experience managing quota-carrying enterprise or commercial SaaS teams
• Proven success leading teams to consistently meet or exceed revenue and pipeline targets
• Experience managing complex sales cycles with enterprise accounts
• Demonstrated ability to build and scale outbound sales motions
• Proficiency with sales tools such as Salesforce, Outreach, and ZoomInfo
• Strong analytical skills, with the ability to interpret data and translate into strategic action
• Executive-level written and verbal communication skills
• Deep commitment to developing and coaching others
• BA/BS degree or equivalent experience

Nice to Haves:

• Experience in SaaS, e-learning, or enterprise software sales
• Familiarity with MEDDPICC and Challenger methodologies
• Track record of influencing cross-functional initiatives to improve team performance

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—