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Articulate Logo Articulate · Sales

Mid-Market Account Executive

Canada; United States 104128.00 - 130160.00 CAD / Year · Job Posted January 29, 2026
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Job Description

Articulate is seeking a Mid-Market Account Executive to join our amazing team. In this role, you will call on customers and prospects in the Mid-Market segment (351–4,000 employees). As a Mid-Market Account Executive, you will own a defined territory and manage more complex sales cycles involving larger deal sizes and multiple stakeholders. You will use a teach, tailor, and take control sales approach to proactively guide prospects through the sales process, driving revenue growth and creating happy Articulate customers. This role will also partner closely with our Canadian reseller network to support pipeline development, deal execution, and overall market success in Canada. You thrive in a fast-paced, high-autonomy environment, bring a highly consultative selling approach to your work, and collaborate effectively across internal teams to deliver an outstanding customer experience.

Job Responsibility

  • Manage pipeline by proactively leading prospects through the sales process using MEDDPICC and Challenger Sales methodologies
  • Develop and execute territory strategies to acquire net-new customers and expand revenue within existing accounts
  • Take control of the sales process by understanding prospect pain points, challenging assumptions, creating constructive tension, providing commercial teaching, and closing deals
  • Conduct discovery and needs analysis with prospects, identifying business drivers, buying processes, and stakeholders
  • Provide tailored product demonstrations of Articulate solutions aligned to prospect goals and use cases
  • Teach prospects about their industries and offer insights that cause them to think differently about their business and learning strategy
  • Create and maintain accurate pipeline forecasts, opportunity notes, and activity tracking in Salesforce
  • Create sales quotes, negotiate pricing and terms, and clearly explain Articulate subscription options
  • Meet and exceed individual revenue and activity goals
  • Partner cross-functionally with Customer Success to deliver a seamless customer experience
  • Collaborate with Canadian resellers to support co-selling efforts, drive pipeline, and ensure a consistent customer experience
  • Stay current on Articulate products, industry trends, and competitive landscape
  • Be available during standard business hours, Monday–Friday, to respond to inbound sales inquiries (unless prior approval is given)
  • Other duties as assigned

Requirements

  • Minimum 2 years of experience in Mid-Market sales or equivalent
  • Proven success managing full-cycle sales with small or mid-sized accounts
  • Experience with both inbound and outbound prospecting, including self-sourced pipeline
  • Solid understanding of consultative selling techniques and sales process discipline
  • Experience using core sales tools such as Salesforce, Outreach, ZoomInfo, and LinkedIn Sales Navigator
  • Strong written and verbal communication skills, with the ability to tailor messaging to multiple stakeholders
  • Excellent organizational skills and attention to detail, with the ability to manage a high-volume pipeline
  • Independence in managing your territory, pipeline, and priorities
  • A can-do, positive attitude with a strong sense of ownership and accountability
  • BA or BS degree or equivalent experience

Nice to have

  • You have experience selling B2B SaaS solutions in a Mid-Market or upper SMB environment
  • Experience selling into Canada is a plus
  • You have a strong, working understanding of MEDDPICC, with exposure to more advanced deal qualification concepts
  • You have previously sold into the Canadian market and/or worked with reseller or partner-led sales motions
  • You have experience with cold outreach and cold calling, where you’ve had success in creating and closing self-sourced business
  • You’re comfortable navigating longer sales cycles and multi-threaded deals
  • You’re familiar with the e-learning space and learning technology solutions (authoring tools, LMS, enablement platforms)
  • You’ve worked successfully in a remote or distributed sales environment

What we offer

  • bonus-eligible
  • robust suite of benefits
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