• 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)