Mid-Market Account Executive Job at Articulate

Mid-Market Account Executive

Articulate

Location:
Canada; United States

Category:
Sales

Contract Type:
Not provided

Salary:

104128.00 - 130160.00 CAD / Year

Save Job

Apply Position

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

Additional Information:

Job Posted:
January 29, 2026

Employment Type:

Fulltime

Work Type:

Remote work

Articulate - All Job Offers

Job Link Share:

Mid-Market Account Executive

Articulate

Location:
Canada; United States

Category:
Sales

Contract Type:
Not provided

Salary:

Job Description:

Job Responsibility:

Requirements:

Nice to have:

Additional Information:

Job Posted:
January 29, 2026

Looking for more opportunities? Search for other job offers that match your skills and interests.

Similar Jobs for Mid-Market Account Executive

Solutions Engineer, Mid-Market West

Mid-Market Sales Manager

Account Executive, Mid-Market DACH

Account Executive, Mid-Market East

Account Executive, Mid-Market