Account Executive- Mid Market

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

The Account Executive is responsible for the acquisition of new customers, from lead to close. A successful Account Executive will develop a comprehensive understanding of the software and will be proficient providing demonstrations, answering prospective customer questions about the software, defining processes on the fly and will work closely with the sales development, revenue operations, contracts, marketing, and product teams to close deals.

As a member of this rapidly growing team, an Account Executive will have a direct impact on Responsive’s go-to-market strategy and will provide prospective customer feedback that will directly impact the development and improvement of the company’s cornerstone software. 

Essential Functions

• Establish strong relationships with prospective customers to grow revenue and identify, propose, and close new opportunities 
• Qualify leads received from the Sales Development Team
• Ensure prospects have up-to-date knowledge of new products, features, roadmap and any other pertinent information
• Negotiate pricing with customers
• Work closely with the Contracts Department to facilitate contract finalization
• Develop and manage a sales forecast & pipeline including carrying approximately 30 concurrent opportunities in order to exceed quarterly and annual quotas
• Actively manage daily responsibilities including, but not limited to client development, scheduling appointments, sales presentations, and proposal management
• Participate collaboratively within the structure of a sales team managed by a Regional Sales Director

Other Duties

• Self-Generate approx. 50% of overall pipeline through outbound prospecting efforts
• Achieve sales targets and outcomes consistently and on time
• Develop and maintain strong working relationships across internal and external teams
• Enter lead & customer information into CRM
• Stay up-to-date with sales best practices and trends
• Assist in the effort of customer payment collection to ensure payment as needed
• Introduce closed deals to Customer Success Team
• Attend and participate in regular team strategy, forecasting, and training meetings
• Project manage RFx response projects utilizing the Responsive platform
• Other duties as assigned

Experience

• 2-5 years B2B software sales experience
• Able to consistently achieve sales quotas 
• Experience selling to enterprise/corporate accounts (SaaS preferred)
• Experience engaging with prospects in a trial/POC/POV environment 
• Experience creating quarterly, monthly, and weekly sales plans
• Experience learning and executing on a repeatable sales process

Knowledge & Skills

• Self-motivated and adaptable
• Strong time management skills
• Excellent oral and written communication skills.
• Experience with RFx (RFP, RFI, DDQ, Security Questionnaire) processes
• Demonstrated competencies in Salesforce.com, Microsoft Office, and web demonstration/ conference platforms
• Skilled at presenting self-run demos 
• Proven success adhering to a sales methodology, MEDDPICC preferred 

Additional Information

Compensation range for this role is $135,000-$150,000 On-Target Earnings (base + commission)

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, 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!