Fast Facts

Articulate is seeking a Director of International Direct Sales to lead and build a team of Account Executives aimed at increasing revenue in the International Direct and Canadian markets.

Responsibilities: Key responsibilities include developing the international sales strategy, hiring and mentoring teams, defining performance metrics, and collaborating with various departments to ensure sales success.

Skills: Candidates should have strong leadership experience, excellent communication skills, proficiency in sales methodologies like MEDDPICC, and familiarity with Salesforce and related tools.

Qualifications: A minimum of 5 years leading outbound sales teams, experience in international markets, and a BA/BS degree or equivalent experience are required. SaaS and e-learning industry experience are preferred.

Location: This is a remote position that can be performed from anywhere in the United States, with occasional travel required for company events.

Compensation: $251626 - $377438 / Annually

The Director of International Direct Sales is responsible for building and leading an organization of Account Executives responsible for growing Articulate’s revenue in International Direct and Canadian markets. The Director is responsible for setting global strategy,direction, and operating model for their team to maximize segment revenue and pipeline generation for Articulate solutions. 

Reporting to the VP of Global Direct Sales, you will be responsible for overseeing hiring, developing, and leading high-performing teams of International Direct AEs to meet and exceed sales goals through inbound and outbound sales motions. The right candidate is a proven sales leader with an established track record of managing highly successful quota-bearing teams.

Success will be measured by ensuring their teams meet their goals, KPIs and growth objectives. The Director will also ensure adherence to and promotion of our Human Centered Organization (HCO) culture.

What you'll do:

• Build a world-class International Direct Team that consistently meet and exceed assigned goals
• Own the go-to-market strategy for international direct and Canadian markets to accelerate revenue growth
• Leads hiring, career development, and performance management of direct reports
• In partnership with Revenue Operations, defines and manages KPIs and other metrics for individual contributors and the teams to gauge performance and areas for improvement 
• Ensures the Sales Teams and Managers are versed in Forecasting and Pipeline Management leveraging the MEDDPICC sales methodology
• Work closely with revenue operations and the VP of Global Direct Sales to set equitable territories and individual and team goals and variable compensation plans
• Partner closely with sales enablement and revenue operations to define what onboarding resources, sales assets, and reports are needed to manage the business
• Works in tandem with sales enablement and marketing to create, optimize, and measure the success of various initiatives including inbound and outbound sales plays, sales reports, and effective use of CRM
• Collaborate with International Channel Sales team to ensure there is alignment, rules of engagement are being followed, and both teams are set up for success
• Works closely with marketing and business operations to determine ideal targets and works with sales enablement and marketing to create scalable sales plays to target these customers  
• Cultivates deep understanding of the Articulate value proposition, the competitive landscape, International segment software needs, and is able to help sales team overcome objections and beat out competitors 
• Leads effort in implementing optimized processes to maximize team productivity and effectiveness working closely with the Business Operations Team Mentoring team members to create clear paths toward their own career goals and alignment with the business
• Liaise with other sales team members to ensure seamless flow of information and opportunity transfers
• Promotes our HCO culture and works to optimize team morale
• 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 experience in effectively building and leading proactive outbound Sales Teams
• Proven track record of consistently leading global teams to meet and exceed targets
• Experience in successfully growing business in International and Canadian markets
• 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
• Versed in the MEDDPICC or similar Sales MethodologyAdept with Salesforce.com, Outreach, and Zoominfo 
• Outstanding written and oral communication skills
• Creativity and ability to motivate inbound and outbound focused lead generation teams
• Able to identify and develop solutions for complex problems BA/BS degree or equivalent experience

Nice to haves:

• A background in SaaS is helpful
• Knowledge of the e-learning industry/familiarity with Articulate solutions
• Experience with Challenger Sales Methodology

$251,626 - $377,438 a year

The total pay range, inclusive of base salary, commissions and bonus, for this position is $251,626 to $377,438 for all U.S. locations. This range reflects the minimum and maximum amounts we believe in good faith, at the time of this posting, are appropriate for this role. Actual compensation may vary, subject to future adjustment as needed. Articulate considers a wide range of factors in making compensation decisions, including, but not limited to, skill sets, experience and training, licensure and certifications, qualifications and education, and other business and organizational needs.This position is eligible for Articulate’s robust suite of benefits which are detailed here.

The application window for this position is expected to close 90 days from the original posting date.

This is a US-based role and can be performed remotely from anywhere within the United States. Occasional travel for company events may be required. Employees must physically reside and work within the US throughout their employment and must immediately notify Articulate of any change of address.

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 human-centered organization, Articulate is guided by a commitment to provide the best value to customers, do right by employees, and create an equitable, empowering workplace for all. As a human-centered organization, we honor people’s humanity knowing that each person’s unique history, vulnerabilities, and social location inform how we show up with one another. We embrace our connectedness, aware that what we do and say impacts others. We give each other grace because we are all works in progress, learning and evolving every day. And we take responsibility for ourselves and are serious about our accountability to each other. In all we do, we strive to create an equitable, sustainable, and empowering workplace while we drive results for the business and make a positive impact in the world. Read more about our values here. 

Articulate Global, LLC is an Equal Employment Opportunity and Affirmative Action employer and complies with all applicable federal, state, and local fair employment practices laws. All employment decisions at Articulate are based on business needs, job requirements, and individual qualifications directly related to the job, without regard to any protected characteristic or class, including, but not limited to, race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), or any other basis protected by law. Qualified candidates with criminal histories are welcome to apply and will be considered for this role in a manner consistent with applicable law. Offers of employment for this role shall be contingent upon successful completion of a background check, including a review of the candidate’s criminal history, in a manner consistent with applicable law.

Articulate is committed to providing reasonable accommodations for qualified individuals with disabilities and disabled veterans in our job application procedures. If you need assistance or an accommodation related to the application process due to a disability, you may contact us at [email protected].

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