Account Executive

About Responsive

Responsive (formerly RFPIO) is the global leader in strategic response management software, transforming how organizations share and exchange critical information. The AI-powered Responsive Platform is purpose-built to manage responses at scale, empowering companies across the world to accelerate growth, mitigate risk and improve employee experiences. Nearly 2,000 customers have standardized on Responsive to respond to RFPs, RFIs, DDQs, ESGs, security questionnaires, ad hoc information requests and more. Responsive is headquartered in Portland, OR, with additional offices in Kansas City, MO and Coimbatore, India. Learn more at responsive.io.

About the Role

Candidates based in Ireland highly preferred

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

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