Account Development Representative

Date: May 14, 2024

Location: US US

Company: Responsive

About Responsive:

Responsive, formerly RFPIO, is the market leader in an emerging new category of SaaS solutions called Strategic Response Management. Responsive customers including Google, Microsoft, Blackrock, T.Rowe Price, Adobe, Amazon, Visa and Zoom are using Responsive to manage business critical responses to RFPs, RFIs, RFQs, security questionnaires, due diligence questionnaires and other requests for information. Responsive has nearly 2,000 customers of all sizes and has been voted “best in class” by G2 for 13 quarters straight. It also has more than 35% of the cloud SaaS leaders as customers, as well as more than 15 of the Fortune 100. Customers have used Responsive to close more than $300B in transactions to-date.

About the Role:


If you're eager to advance your career in B2B SaaS sales and thrive in a dynamic, collaborative environment where you can truly make a difference, Responsive is the perfect fit for you! Responsive is at the forefront of innovation as the leading response management software in the market.

We are seeking an Account Development Representative (ADR) to join our Business Development Organization. In this role, you'll be supporting the Account Management team by qualifying leads generated from Outbound Sales or Marketing campaigns. Your day-to-day tasks include prospecting, cold calls, email, LinkedIn tasks, and running introduction calls. You'll craft compelling messages, conduct thorough research, and engage in outreach activities to nurture and qualify leads that will ultimately convert into valuable meetings.

You should be comfortable communicating across various channels—including email, phone, and social media. A successful candidate will have prior experience in Account or Sales Development, or related customer-facing roles, to build and maintain strong relationships with our existing and potential clients.

Your primary objective? To help the sales team grow our client footprint.

Essential Functions:

  • Develop and maintain strong client relationships
  • Help develop client outreach initiatives/campaigns
  • Achieve/exceed metrics and goals
  • Build demand for Responsive’s full line of products/solutions
  • Collaborate with the Account Management team and other ADRs
  • Qualify inbound & outbound account leads
  • Develop Account strategies
  • Track and analyze success metrics through SFDC to optimize strategies
  • Work with a cross-functional team like the Customer Success team & Marketing team
  • Drive customer participation in webinars, events, and quarterly business reviews
  • Expand Responsive’s footprint with current clients whether that be reaching out to subsidiaries or other departments
  • Schedule calls with existing and prospective clients for yourself and the Account Managers

Other Duties:

  • Drive cross-sell, upsell and expansion opportunities within your territory.
  • Understand market needs
  • Building demand for new enhancements/products


  • Bachelor’s degree in Business, Marketing/Sales, Operations a plus
  • 1 or more years of experience in an Account Development and/or Sales Development position
  • B2B background required
  • SaaS experience strongly preferred
  • Experience in a dynamic, client-facing environment
  • Prior experience with Salesforce

Knowledge & Skills:

  • Excellent written and verbal communication Skills
  • Salesforce, Zoominfo, Outreach, 6sense, Gmail, Microsoft Office experience
  • Understanding how to use intent signals is a plus
  • Positive attitude with an outgoing personality
  • Strong work ethic


Additional Information:

Compensation range for this role is $75,000-80,000 On-Target Earnings (OTE, base plus commission), depending on experience and location

US-Based Employees can look forward to the following benefits:

💰 Competitive Compensation, Company Bonus

📈 401k with company matching

📚 Unlimited professional development and ongoing learning through LinkedIn Learning Solutions

🏝 4 weeks of paid vacation, paid sick days, dedicated paid COVID days, and paid bereavement

✈ 4 week sabbatical after 5 years of service

🧘‍♀️ Weekly virtual yoga sessions

🍀 Mental Wellness Program (EAP) to support your well-being and self-care

🍹 Team events, such as happy hours, off-sites, and team building events

❤️ Best-in-class health benefits, company paid for employee and company contribution for family coverage

🌍Associates based outside of the US will enjoy similar benefits, comparable and specific to their national standards

Responsive is committed to building and fostering a diverse and inclusive culture that we can all be proud of. We encourage people of all cultures, ethnicities, ages, backgrounds, races, national origins, genders, sexual orientations, religions, and abilities to apply for our open positions. If you are also committed to this kind of culture and see yourself joining our team, please apply - we look forward to learning more about you!