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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

The Client Account Executive position is a quota-bearing role, responsible for cross-sell and upsell revenue opportunities within current Responsive clients as well as hunting for new opportunities within current accounts and subsidiaries.  A successful Client Account Executive 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 upselling and growing renewals, 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, a Client 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 and full platform.

 

Essential Functions

 

  • Manage the expansion, upgrades, and cross-sell attachment of current Responsive customers.

  • Find new opportunities within new teams and subsidiaries in conjunction with an Account Development Representative

  • 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 creating detailed Account Plans.

  • 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 the 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

  • Understand the software and stay up to date with product enhancement to be able to demo the product and its benefits to any organization.

Other Duties

 

  • 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

 

Qualifications

 

  • 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

Additional Information

What We Offer

Responsive embraces a global flexible workforce model with offices in Dallas, TX, Kansas City, MO, Coimbatore, India and Dublin, Ireland.

In addition to a competitive compensation package, Responsive also offers the following benefits:

 

📈 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

🍀 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

 

Our Values:

Delight customers

We’re lucky to partner with the world’s biggest brands and best customers. They all play an integral role in mapping our future. When it comes to listening and solving their biggest challenges, we’re Responsive.

 

Be agile & nimble

At Responsive, our people, products and processes are constantly evolving. Our simple formula is to be agile and nimble. We’re not afraid to try something new or pivot when we see a better solution.

 

Get it done

Whether it’s adding a new feature, onboarding a new customer, or crafting a solution that adds extra value — we’re all motivated to get it done. GID is one of our core tenets and impacts everything we do.

 

Give back time

Efficiency is central to our company spirit, because finding ways to focus on what’s most important is essential to our innovation. We also truly care about what really matters to our customers and teams.

 

S4

We have a simple saying, “If you see something, you say something (S4).” At Responsive, we celebrate people who are critical, thoughtful thinkers who just want to make things better. Here, your input matters.

 

At Responsive, our values are the foundation of who we are—and we’re equally committed to cultivating a diverse and inclusive culture that reflects and respects the richness of our global community. We welcome individuals of all backgrounds, including different cultures, ethnicities, ages, races, national origins, genders, sexual orientations, religions, and abilities, to apply for our open roles. If you share our commitment to an inclusive workplace and believe you’d thrive on our team, we’d love to hear from you!

 

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