Articulate is seeking an Inside Sales Representative to join our amazing team. The Inside Sales Representative is responsible for using a teach, tailor & take control sales approach to proactively move prospects through the sales cycle. In this role, you will focus on growing revenue with small to medium-sized accounts. You will represent Articulate in a positive manner, understanding prospects’ business needs and determining the best path forward to solve their business problems.

This is not a commissioned-based sales position. 

What You’ll do

• Manage pipeline by proactively leading prospects through the sales process using Challenger Sales methodology
• Respond to, engage with, and qualify inbound leads and inquiries via phone, email, and live chat
• Take control of the sales process by understanding prospect pain points, challenging prospect assumptions, creating constructive tension, providing commercial teaching, and closing sales
• Conduct initial qualification to discover purchasing timeline, learning strategy, and business needs of inbound leads to ensure a potential fit
• Teach prospects about their industries and offer unique insights that cause prospects to think differently about their business.
• Close deals or transfer to the Strategic Account Manager for larger, more complex opportunities
• Provide demos of Rise to prospects
• Manage a pipeline of leads and opportunities
• Maintain accurate and detailed notes of prospect activities in Salesforce
• Record and communicate prospect requests, gaps, and emerging requirements to improve product features
• Other duties, responsibilities, and activities may change or be assigned at any time with or without notice

What you should have

• Minimum 2 years’ experience in an inside sales or development role
• Solid computer skills, including experience with core sales tools such as Salesforce, ZoomInfo, Salesloft, and LinkedInPositive, energetic phone presence
• Outstanding written and verbal communication skills
• A can-do, positive attitude
• Strong sense of urgency for reaching goals and deliverables while managing multiple requests concurrently
• Solid understanding of client pain points and business needs, with a solutions-oriented and consultative approach to problem-solving
• Curiosity, self-discipline, self-motivation, and a desire to win over prospectsThoughtful, productive, and trustworthy
• BA or BS degree or equivalent experience

You’re the ideal candidate if

• Demonstrated success in prospecting both inbound and outbound leads for a B2B, SaaS organization
• Familiarity with the e-learning space and the product offerings for authoring tools and learning management systems
• Strong, fundamental understanding of lead and inside sales best practices

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