• Conduct cold outreach to top-of-funnel leads sourced through marketing nurture campaigns, company-hosted webinars, and industry events including tradeshows, conferences, and exhibitions • Independently research and identify additional prospects within your assigned territory to supplement marketing-sourced leads • Engage decision-makers primarily through cold calling and email outreach to qualify and advance leads through the funnel • Qualify prospects and book introductory meetings for the Account Executive team • Collaborate with Account Executives to align on target accounts, messaging, and ensure a seamless handoff of qualified opportunities • Consistently meet or exceed monthly SDR activity and pipeline metrics • Maintain accurate and up-to-date account and contact information throughout the prospecting process

• Leverage the BANT Methodology to qualify leads to be worked by the Sales teams • Maintain coverage of live sales support communication paths during business hours: Incoming phone calls to the Articulate 800 number, incoming live chats to the website, and phone transfers from cross-functional teams • Reach out to prospects and customers to conduct scripted sales activities • Work cooperatively with other Articulate teams to deliver an exceptional customer experience • Answer basic questions from prospects and customers • Transfer more complex questions or situations to the appropriate frontline team • Track and gather evidence from calls and chats for high-priority customer issues or needs • Cultivate a broad and varied understanding and knowledge of Articulate 360 and Rise to provide efficient and competent assistance to customers in a live environment • Available during requested business hours, Monday – Friday, to respond to incoming sales inquiries (unless prior approval from management)

• Ability to work through substantial lists of inbound leads, target prospects and strategic accounts. • Adhering to and refining talk tracks, delivering a meaningful value statement, and executing against targeted campaigns. • Engage with prospects through cold calls using a web dialer, and emails using a high velocity sales tool. • Secure high-quality meetings between potential clients and Sales, ensuring a smooth transition with accurate scheduling time, date, and strong attendance rates. No show attendance will be measured. • Follow up on leads and scheduled appointments that were not accepted and re-nurturing them into qualified accepted opportunities. • Maintain accurate records of leads, outreach activities, and engagement progress within our CRM system. • Analyze outreach effectiveness and adjust messaging and approach to improve conversion rates. • Partner with Account Executives & Marketing to align on target accounts and improve meeting quality. • Leverage marketing, sales tools and emerging technologies, including AI-enabled tools, to improve efficiency and personalization. • Act as a resource to other SDRs, sharing best practices and supporting team development. • Able to redirect customers to appropriate resources for specific support resolution (e.g. own positive customer experience). • Continue self-learning on product platforms and value propositions. • Perform other duties as assigned to support departmental and company objectives.

Role Description The Wholesale Representative (WSR) manages the daily administration and risk oversight of automotive wholesale floorplan accounts. This role is responsible for the full lifecycle of inventory financing, ensuring that all floor-planned assets are properly secured, documented, and reconciled. The WSR monitors account performance to identify financial risks, facilitates complex inventory transactions, and manages the collection of outstanding charges and matured balances. By maintaining accurate financial records and ensuring compliance with established policies, the WSR plays a vital role in protecting the company’s security interest while supporting dealer inventory needs. The WSR maintains a high level of professional interaction with business partners, including dealership personnel and vehicle manufacturers, to resolve discrepancies and facilitate the movement of inventory. This role requires strong attention to detail to identify early warning signs of financial instability and ensure that all accounts remain within approved limits and terms. What you'll do: - Inventory Validation - Security Interest Oversight - Portfolio Risk Monitoring - Financial Administration - Receivables Collection - Inventory Transfers - Cash Management Administration - Auction and Third-Party Reconciliation - Fleet and Assignment Management - Insurance Compliance - Audit Support Qualifications - High School Degree - Inventory Auditing and Reconciliation - Interpersonal and Stakeholder Communication - Insurance Compliance Knowledge - Detail Oriented - Ability to follow written procedure exactly Requirements - Even better, you may have an Associate's degree Benefits - Immediate medical, dental, vision and prescription drug coverage - Flexible family care days, paid parental leave, new parent ramp-up programs, subsidized back-up child care and more - Family building benefits including adoption and surrogacy expense reimbursement, fertility treatments, and more - Vehicle discount program for employees and family members and management leases - Tuition assistance - Established and active employee resource groups - Paid time off for individual and team community service - A generous schedule of paid holidays, including the week between Christmas and New Year’s Day - Paid time off and the option to purchase additional vacation time