Strategic Account Manager

Articulate


1 month ago

01/17/2020 10:22:57

Job type: Full-time

Hiring from: US only

Category: Marketing / Sales


Articulate is looking for a highly motivated, experienced, and successful strategic account manager to grow Articulate’s customer base. As a consummate rainmaker, you’ll be responsible for developing and executing strategies for dramatically expanding seat counts in existing Articulate accounts as well as acquiring new customers.  

The ideal candidate for this position has a proven track record closing five-to-six-figure SaaS deals in large, complex enterprises. You’ll be responsible for navigating these organizations to find and build relationships with key decision-makers; locate and work new opportunities within accounts; create consensus among a wide range of learning and development, procurement, legal, and IT constituents; and ultimately, expand Articulate’s presence in these enterprises significantly.

You must be highly self-motivated, skilled at countering and overcoming objections, and extremely adept at creating opportunities, making cold calls, and building trusting relationships.  

In this role you will:
  • Mine the Articulate database for underpenetrated accounts with extremely large expansion potential
  • Develop and execute strategies to grow Articulate 360 seat count within large, multinational companies
  • Develop and execute strategies for acquiring net-new customers among large, multinational companies
  • Build relationships using remote-based communications (phone, video conferences, email)
  • Communicate the value proposition of Articulate products, overcoming objections and beating out competitors
  • Host customized web demos that showcase Articulate product benefits that solve customer problems
  • Work with internal Articulate teams to define additional resources needed during the sales cycle
  • Share winning sales strategies and tactics with our sales enablement manager to train other team members on rainmaker approaches
  • Share objections and roadblocks that can’t be overcome with key executives
  • Create and manage an opportunity pipeline towards new sales wins
  • Be accountable for sales results

Your ideal skills and expertise:
  • Bachelor’s degree or equivalent experience
  • 5+ years of exceptional sales success in a rainmaker role
  • Success selling SaaS products into complex, large, enterprise accounts
  • Experience and success with team selling
  • Highly adept at navigating complex organizations and building relationships
  • Self-motivated, with the ability to work individually and in a team environment
  • Knowledge of third-party data sources and sales tactics to identify ideal prospects within accounts
  • Excellent communicator who enjoys prospect interactions
  • A can-do, tenacious winner who hates losing
  • Very self-motivated and self-directed
  • Challenger-based sales training and experience
  • Ability to negotiate nonstandard deals
  • Highly competitive, while also ethical and kind
  • Knowledge of the e-learning industry a plus

About Articulate

Articulate is a highly successful, fully remote software company that’s changing the way the world learns. Our award-winning e-learning tools are used by 98,000+ organizations across the globe to create engaging online and mobile courses. Our customers include 93 of the Fortune 100 and 19 of the top 20 U.S. universities. And our online community of 800,000+ members is the largest, fastest-growing community in the industry.
 
We empower employees to thrive by fostering a culture of autonomy, productivity, and respect. We’re all free to exercise our crafts the best way we know how to reach our goals as individuals and teams. Each and every one of us is focused on producing results that directly impact the company’s success. And we all strive to do what’s right by people, both internally and externally, instead of taking the shortest route to the highest profits.
 
We honor people’s humanity in all of our disparate experiences and social locations, accepting each person as an individual with a story worth listening to and honoring. We believe that honoring everyone’s humanity means being committed to equity and justice. We welcome different voices and viewpoints and do not discriminate on the basis of race, religion, color, national origin, ancestry, physical and/or mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, transgender status, age, sexual orientation, and military or veteran status, or any other basis protected by law. We are an equal opportunity employer and invite applicants to voluntarily disclose their race and gender on our application form to help us create a diverse company. This voluntarily disclosed information will not be shared with any hiring manager and will be kept in confidence by the Articulate human resources department and executives who are not hiring for this position.


Please mention that you come from Remotive when applying for this job.

Help us maintain Remotive! If this link is broken, please just click to report dead link!

similar jobs

  • Acquia, is transforming the digital strategies of companies all over the world with our open cloud platform. We are passionate and relentlessly committed to helping our clients create digital experiences that are more relevant, personalized, and built for a fast-changing, always-connected, mobile-first world. Headquartered in the US, we have been named as one of North America’s fastest growing software companies as reported by Deloitte and Inc. Magazine, and have been rated a leader by the analyst community and named one of the Best Places to Work by the Boston Business Journal. We are Acquia. We are building for the future of the web, and we want you to be a part of it.

    The Enterprise Account Executive, will be tasked to develop, own and manage closing new business in the South West including the Media, Entertainment and Publishing vertical. Responsibilities include ensuring that prospective customers have the best possible experience and finding the right mix of Acquia offerings for their needs. The ideal candidate cultivates deep relationships with prospective customers, partnering with them to determine their needs and delivering world class service.

    The ideal candidate will have deep experience with solution selling of complex enterprise software with preferable background around web development, Cloud/SaaS, Web Analytics, Marketing Automation, Web Content Management or Social Software.

    Responsibilities:

    • Develop and execute a go-to-market strategy for Acquia's offerings in the US South West
    • Identify and establish relationships with key corporate C-level representatives through prospecting, marketing leads and expansion of existing contacts within accounts
    • Build and maintain strong sales pipeline and forecast, through discovery calls and meetings
    • Drive the sales process and manage the contract and approval process of new deals, including negotiating on price and getting approvals including contract terms
    • Meet or exceed set Quota targets and Key Performance Indicators (KPI’s) for sales based activities
    • Conduct opportunity and account review sessions with Sales Leadership
    • Completes required reports by deadline, maintains accurate forecast
    • Manage all information in Salesforce.com
    • Contribute to the development of sales strategy through input of ideas and suggestions to senior management team
    • Build awareness for Drupal and Acquia within large Enterprises and System Integrators
    • Build and maintain relationships with new and existing Acquia partners

    Qualifications:

    • History of consistently exceeding quota
    • Experience with SaaS technologies. Preferably around Marketing Automation and/or Web Content Management
    • A clear understanding of current social media capabilities and their impact on businesses of all sizes
    • Demonstrated ability to manage both direct and indirect opportunities
    • Significant experience in a new business Sales role ideally within a similar start up and high growth organization
    • Experience with Media, Entertainment and Publishing a major plus
    • Remote, US

    Attributes:

    • Highly motivated, over achiever, team player
    • A high level of intensity to work with an experienced, motivated leadership team focused on creating a significantly sized company in a short timeframe
    • A passion for excellence including an innate desire to build a metric driven business
    • Excellent thought leadership traits with the ability to successfully drive fundamental changes in web strategies
    • Strong analytical and writing abilities
    • Exceptional presentation skills
    • Strong work ethic
    • Ability to travel

    Acquia is an equal opportunity (EEO) employer. We hire without regard to age, color, disability, gender (including gender identity), marital status, national origin, race, religion, sex, sexual orientation, veteran status, or any other status protected by applicable law. 

  • Our mission is to build financial management technologies that enable the world’s most important companies to grow more quickly in a sustainable way that’s good for people, the planet, and business.

    When companies have strong cash flow performance they can shift from short-term acrobatics to long-term growth and innovation. These are the teams that change the world by being freed to optimize for all of their stakeholders, including their employees, business partners, and environment.

    The Opportunity

    Cash flow is the toughest financial statement to understand but it’s fundamental to funding your own growth. We build the most intuitive and actionable tools for companies to optimize cash flow performance. Our platform analyzes billions of dollars of B2B transactions each year, users spend 70% of their workday in Tesorio, and we save finance teams thousands of hours. As a result, they can invest more confidently and anticipate their capital needs further in advance.

    We’re growing quickly and working with the world’s best companies and the largest bank in the US. We recently raised a $10MM Series A led by Madrona Venture Group and are backed by top investors including First Round Capital, Y Combinator, and Floodgate. We’re also backed by tenured finance execs, including the former CFOs of Oracle and NetSuite

    We’re now looking for a frontline marketing leader who can shape a narrative for a new category while providing air cover to sales. Imagine the following untapped resources at your fingertips:
    + A product with an NPS of 82 and over 50% DAU/MAU that beats the competition 9/10 times
    + Customers at highly recognizable companies eager to get the word out, and they call us when they switch jobs
    + Founders & CFOs of the top finance tools (NetSuite, Oracle, Adaptive Insights) as investors and resources for thought leadership (see example here)

    As the ideal candidate, you have been the top direct report to the CMO at a company that feels like it came out of nowhere and you’re ready to run the playbook yourself. Think of companies like Drift, Superhuman, Airtable, Notion, or G2 Crowd that have crafted an aura around themselves. As the Director of Marketing, you will eagerly do the work yourself, but judiciously focus where you have the biggest impact. That means that you will manage an in-house team of 1-2, plus contractors when necessary, to give yourself leverage and bring in needed expertise. In short, people will be in shock when they see what we’re accomplishing and you tell them it’s just a 2-3 person marketing team. 

    Our team is based in the San Francisco Bay Area, and we have a diverse, distributed workforce in five countries. We don’t believe that people need to sacrifice being close to their families and where they’d prefer to live in order to do their best work.


    Your Motivators
    • You are energized by the challenge of figuring out how sophisticated buyers make purchasing decisions and designing a multi-channel, integrated marketing strategy to target them (content, events, paid ads, webinars, drip campaigns, retargeting, etc.)
    • You love storytelling and have strong editorial chops (e.g. you see First Round Review and want to create your own)... Quality content over high volume noise
    • You think that category design can be tactically executed while also supporting near-term sales objectives, you’ve probably read Play Bigger at least once
    • When you see brands or your favorite products, you like coming up with better stories and positioning that could push them to the next level, almost for fun
    • You have an experimental approach to rapidly test channels and ideas cost-effectively to identify where you need to double down without getting stuck in analysis mode
    • You are eager to collaborate with the CEO, Product, and Customer Success to turn our customer advisory board into an amplification platform
    • You run independently and seek the freedom of a blank slate reporting directly to the founder/CEOAt the same time, you build marketing cultures that collaborate well with sales, engineering, product, HR, and customer success
    • You’ve created such strong teams in the past that you have go-to people in your network who you can bring in to drive quick results because they love working with you


    Responsibilities
    • Developing and executing a cohesive marketing plan to increase brand awareness and inbound leads 
    • Design a marketing budget and manage to allocated quarterly spend
    • Play a key role in internal and external messaging and positioning of the company
    • Prioritize marketing projects and allocate and manage internal/external resources accordingly
    • Produce ideas for promotional events or activities and organize them efficiently 
    • Develop thought leadership program
    • Conduct market and competitor analysis to craft kill points, identify challenges and unlock opportunities for growth 
    • Manage PR/Analyst Relations
    • Prepare weekly metrics reports

    Skills
    • Strong grasp of the leading activities and metrics needed to meet difficult marketing goals and can break those down into daily, weekly, monthly, quarterly, and annual objectives in order to tune experiments and budgets
    • Experience with Salesforce and digital marketing tools and comfortable standing up the marketing stack
    • Have professional (and ideally some finance) acumen to understand the voice of CFOs
    • Strong design taste and can even dabble a bit in basic graphic design
    • Thorough knowledge of web analytics (e.g. Google Analytics, etc.)
    • Customer-oriented approach with experience building integrated marketing programs
    • Strong copywriting, analytical and project management skills
    • You have experience building strong internal marketing teams and outside vendor relationships
    • Very nice to have: Experience marketing to Finance Industry & Stakeholders with an understanding of the pain we solve
    • Nice to have: Strong public speaker, and must be able to help the team get out there with crisp presentations

    Achievements
    • 4+ years of marketing management experience, and 8+ years in marketing 
    • Joined a company when it was just evolving away from founder-led evangelization and almost no marketing to help refine ICP, clarify the company category, and disseminate a narrative to the market
    • Experience figuring out the $1-20MM ARR scaling phase and carving out a new category of business applications
    • Demonstrate tenure and longevity in positions (3 years or more in roles a plus)
    • BS or BA highly preferred
  • Description

    We’re a startup based out of Kitchener-Waterloo, Canada building a smart, curious, and driven team that’s passionate about making software that helps sales reps sell better.

    Prospect is a lead generation platform that intelligently sources contact data right inside of your web browser in real-time. The best sales teams from the top tech companies in the world use Prospect to crush their sales targets.

    MORE ABOUT US

    We are currently a team of 10 people -- you will be #11 🙂.

    We are profitable and self-funded (no VCs or investors). We did this because we want to do what’s best for our team and customers.

    We have sane working hours (~8 hours/day), don’t work weekends, and take ample time off.

    ABOUT YOU

    You enjoy helping customers. You care about what’s best for the customer and will go out of our way to craft a solution that serves the customer’s best interest.

    You are organized and proactively stay on top of things. You realize that to perform best in this role, you will need to plan months in advance on how to expand and retain existing accounts.

    You are able to turn chaos into order. Whether it’s our internal billing process or contract renewal process, you’re OK with working with a lack of process and seeing that as an opportunity to put processes in place.

    You naturally create relationships. You realize that the best wins come through long-term relationships and work hard to build lasting relationships that extend beyond quarterly and annual reviews.

    You are a self-learner and enjoy learning new things. Whether it is a new tool or sales methodology, you’re always looking to improve by learning new things and implementing them.

    You enjoy working independently. You like taking ownership of problems and solving them regardless of how small or large they may be.

    WHAT YOU WILL WORK ON

    You will be working very closely with our CEO, Customer Support, and Sales to increase customer happiness and retention.

    There is a lot that comes with the role and someone who is really good at juggling multiple things, building genuine relationships, and is a quick learner will thrive.

    Here is what a typical month will look like for you:

    • Renewals: Meet with sales managers to retain customers

    • Expansion: Figure out creative ways to expand usage into a customer’s organization

    • Churn Prevention: Monitor at-risk accounts and proactively prevent churn

    • Reactivation: Put in-place systems to reactivate inactive customers

    • Check-ins: Do regular check-ins with our top customers

    • QBRs: Make personalized success plans and strategies for customers

    • Onboardings: Onboard users in new and existing accounts

    • We want you to regularly take on new challenges so you can grow and take ownership in as many parts of the business as possible.

    MUST HAVES

    • 2+ years of Account Management or Customer Success experience

    • Deep understanding of SaaS business models and sales cycles

    • Excellent communication skills, both verbal and written

    • We don’t require a degree but you should have demonstrated the ability to learn new things quickly

    BONUS NICE-TO-HAVES

    • Past remote work experience

    • Worked at a tech startup or a small company before

    • Experience working with Salesforce, Mixpanel, and SQL

    COMPENSATION AND PERKS

    • Salary: $70,000 - $90,000/year Canadian Dollars

    • Work fully remotely, from our office in Kitchener-Waterloo, or a blend of both

    • Four weeks paid time off

    • Travel spending allowance (money to spend during your vacation)

    • Catered lunches every day and snacks at the office

Remotive can help!

Not sure how to apply properly to this job? Watch our live webinar « 3 Mistakes to Avoid When Looking For A Remote Startup Job (And What To Do Instead) ».

Interested to chat with Remote workers? Join our community!