Senior 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

If you have a track record of success in quota-bearing sales roles and thrive off of a fast-paced, collaborative culture where you can make an impact, you may be a fit for this position within the Responsive sales team.

The Account Executive is responsible for the acquisition of net new customers, through outbound initiatives. 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 Responsibilies

• Generate own leads
• Achieve sales targets and outcomes consistently and on time
• Establish strong relationships with prospective customers to grow revenue and  identify, propose, and close new opportunities
• 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.
• Self-Generate 100% of overall pipeline through outbound prospecting efforts
• 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

Education

Any Bachelor’s / Master degree (preferably sales stream)

Experience

• 5 yrs to 9 yrs software sales experience
• 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, Ability & Skills

• Self-motivated and adaptable
• Able to consistently achieve sales quotas
• Strong time management skills
• Excellent English oral and written communication skills.
• Demonstrated competencies in Salesforce.com, Microsoft Office, and web demonstration/ conference platforms
• Skilled at presenting self-run demos
• Optional: Experience with RFx (RFP, RFI, DDQ, Security Questionnaire) processes

At Responsive, our mission is to make Responsive one of the best places to work by building trust, respecting personal boundaries, valuing work-life balance, promoting diversity, and inclusiveness, and instilling a true sense of ownership and belonging among every employee that will transcend to delighting customers and creating true market value.

• People feel empowered, supported, and included
• Trust and transparency are built into the way we work
• Creativity, curiosity, and continuous improvement are encouraged and nurtured