Director, International Direct Sales - Articulate

Job Title: Director, International Direct Sales
Job Location: United States
Job Listing URL: https://jobs.lever.co/articulate/8701c3f8-092f-403a-9668-f9fb3f69a3e9
Job Description: 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