Sr. Manager, Enterprise Sales - Articulate

Job Title: Sr. Manager, Enterprise Sales
Job Location: United States
Job Listing URL: https://jobs.lever.co/articulate/ec5a0e0f-0a3d-4ae3-857d-caeb29a953cd
Job Description: Articulate is seeking a dynamic and strategic Senior Manager, Strategic Enterprise Account Executives to lead a high-performing US/CAN sales team laser-focused on surpassing our growth goals! Reporting to the Sr. Director, Enterprise Sales, the Senior Manager plays a key role in coaching, mentoring, and scaling a team responsible for managing complex sales cycles within large organizations.

This individual will drive pipeline generation, revenue growth, and sales execution across Articulate’s largest enterprise opportunities. They are a proven sales leader with a track record of exceeding goals, driving innovation, and cultivating team excellence. You may be a great match if you are energized by strategic problem-solving, deeply committed to your team's growth, and skilled at creating scalable systems to elevate performance!
What You'll Do:
Influential leader among their peers and cross functional teams. The “go to” for institutional knowledge, strategic thinking and problem-solving.
Lead the team to exceed revenue and pipeline targets through strategic selling to large enterprise accounts
Drive execution of complex territory and account plans and ensure team mastery of enterprise deal strategy and qualification (e.g., MEDDPICC)
Own performance forecasting, pipeline health, and sales process consistency in alignment with company growth goals
Champion a territory-based strategy to expand wallet share within existing accounts and drive net new logo acquisition
Critically reevaluate what success looks like on a regular basis, suggests new KPIs and provides new insights into improved ways to analyze and improve performance
Deliver accurate sales forecasts, performance insights, and business recommendations to leadership to accelerate growth
Promote consistent CRM hygiene and reporting standards across the team using Salesforce, Outreach, and ZoomInfo
Serve as a strategic thought partner to your Account Executives, proactively identifying gaps, growth opportunities, and win strategies
Engage in continuous improvement of onboarding, training, and sales enablement resources
Contribute to outbound motion development — crafting strategy and execution plans for self-sourced top-of-funnel pipeline generation
Work with adjacent teams to remove friction, share strategic insights, and improve enterprise customer experience
Mentor and develop account executives through consistent coaching, actionable feedback, and clearly defined growth paths
Foster a culture of ownership, collaboration, and high performance across the team
Lead hiring and onboarding of new team members, with support from Sales Enablement
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 sales leadership experience managing quota-carrying enterprise or commercial SaaS teams
Proven success leading teams to consistently meet or exceed revenue and pipeline targets
Experience managing complex sales cycles with enterprise accounts
Demonstrated ability to build and scale outbound sales motions
Proficiency with sales tools such as Salesforce, Outreach, and ZoomInfo
Strong analytical skills, with the ability to interpret data and translate into strategic action
Executive-level written and verbal communication skills
Deep commitment to developing and coaching others
BA/BS degree or equivalent experience
Nice to Haves:
Experience in SaaS, e-learning, or enterprise software sales
Familiarity with MEDDPICC and Challenger methodologies
Track record of influencing cross-functional initiatives to improve team performance