Account Manager

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

REMOTE IN PORTLAND, OR;  DALLAS, TX; BOSTON, MA; SF BAY AREA, OR KANSAS CITY METRO

The Account Manager position is a quota-bearing role, responsible for renewal, cross-sell and upsell revenue opportunities within current Responsive clients as well as hunting for new opportunities within current accounts. A successful Account Manager takes a land-and-expand approach, and will cultivate strategic relationships with account stakeholders, lead the transition of accounts to our new support model, focus on renewals and upselling, and be able to effectively network with contacts to map out key players in accounts and help facilitate their goals, and will proactively navigate accounts to seek out new business units or whitespace. 

As a member of this rapidly growing team, an Account Manager 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 and full platform.

Essential Functions

• Achieve or exceed monthly revenue targets
• Display a solution sales mindset while cultivating new and existing account relationships 
• Clearly document pipeline activity in Salesforce
• Adhere to MEDDPICC sales methodology
• Map out the key players in accounts and their goals
• Work with key players to create an action plan to map our services to account needs and goals
• Establish regular communication with Customers — operational and executive — to ensure Customers are actively utilizing the full functionality of Responsive’s software and are having a positive user experience
• Manage the upgrade/renewal process and work with the Contract Department to finalize agreements
• Closely manage and nurture accounts to identify and eliminate risk of attrition
• Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team
• Communicate the needs of the Customer to other internal teams

Short Description

• Work with Responsive employees and partners to help identify actions needed to create and close new opportunities
• Remain current on competitive products, RFP processes and account business objectives
• Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services
• Drive new product adoption by presenting value-added services
• Build strong working relationships across Sales, Product and Customer Success teams
• Work closely with Customer Success team to increase customer retention
• Normalize product costs and price increases for renewing customers
• Other duties as assigned

Long Description

• Bachelor’s degree in Business, Finance or Operations is a plus
• 2-5 years working in B2B sales or account management, ideally in a SaaS, tech, or tech-adjacent industry
• Experience responding to RF(x)’s or proposal management is a plus
• Must be capable of working on multiple projects concurrently with minimum supervision
• Excellent written and verbal communication skills
• B2B sales methodology, MEDDPICC preferred 
• Demonstrated ability to manage a global account base
• Capable of making detailed presentations to large groups of people
• Have a strong work ethic and is able to independently drive sales efforts
• Able to effectively address challenging questions and provide innovative solutions to complex problems

Compensation range for this role is $130,000-150,000 On-Target Earnings (OTE, Uncapped), depending on experience and location

Knowledge & Skills