Manager - Account Development

About Responsive

HYBRID in Dallas, TX or Portland, OR

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

At Responsive, the Account Development Representative (ADR) Manager is part of the Business Development leadership team. This role is responsible for managing the company's Global Outbound ADR team.
As the primary owner of the ADR Outbound team’s goals, you’ll drive the team to create a qualified pipeline for the sales organization, specifically the Account Management Team. This role serves a critical function in pipeline creation and revenue. An effective ADR Manager, Outbound Team will understand the company’s vision and goals and maintain current knowledge of the company’s market and target audience to lead, train, and coach members of their team.

Essential Functions

• Lead a team of Global ADRs to create qualified pipeline for the Account Management organization.
• Own the overall ADR Outbound goal globally and create new strategies to continuously generate new ways of creating new opportunities
• Focus on improving the overall activity, effectiveness of messaging, and collaboration with sales counterparts
• Coach, hire, and mentor a stellar team by providing feedback, coaching, and guidance according to the individual’s strengths and areas of improvement
• Drive towards the most important goals and metrics of our business and aligned to KPIs
• Identify playbooks to proactively address risks and opportunities with adoption and engagement
• Collaborate on account plans with the Outbound ADRs, Account Managers, Pre-Sales Engineers, Marketing, and Product (PODs) to generate opportunities in key/target accounts
• Participate and lead key items in our weekly and monthly team meetings, trainings, and call blitzes
• Create and manage weekly team 1on1s, manage team role expectations, review results, and provide effective coaching and feedback to improve team performance continuously
• Collaborate with the Account Management Leadership team on go-to-market quarterly strategies.

Other Duties

• Proactively communicate activities and results with Sales leadership team
• Create and maintain your own Salesforce Dashboards to better understand your team’s successes as well as challenges
• Utilize Outbound Sales Software (i.e. Outreach, Gainsight, ZoomInfo, 6Sense) to drive strategy and activity with the ADR team
• Report on activity and attainment of your team to Account Management leadership.
• Collaborate with RevOps, Marketing, and Sales Enablement to make your team as effective as possible in their day-to-day activities
• Other duties as assigned

Qualifications

Experience:

• Minimum 2 years experience leading a team of Outbound BDRs and achieving goals
• 2+ years of experience as a successful Outbound BDR
• 2+ years of experience managing remote employees across different time zones (Global)
• 2+ years of experience in Sales. 
• Experience prospecting into large Enterprise accounts with success stories and strategies
• Experience and familiarity with Salesforce, Gainsight, Outreach, LinkedIn Sales Navigator, ZoomInfo, 6Sense, Demodesk, Gong, Usergems, Google’s G Suite, Slack
• Experience creating an Outbound ADR Playbook a plus
• Experience managing ADRs in a matrix leadership environment is a plus

 
Knowledge & Skills:

• Creating effective cadences/sequences that are highly personalized to specific individuals
• Attaining goals through targeted messaging - we are not interested in creating an ADR call center with our Outbound team
• Deep understanding of account/contact research to craft impactful messaging that leads to highly qualified opportunities
• Motivated, resourceful, and adaptable with a positive outlook
• Ability to effectively worked with diverse, global teammates and peers
• Genuine interest in coaching and development of individuals and team
• Desire to meet and exceed measurable performance goals
• Ability to prioritize tasks and manage time effectively and help others to do so
• Strong problem-solving skills
• Excellent organizational and time management skills

Additional Information

The compensation range for this role is $115,000-$135,000 On-Target Earnings (base + commission), with uncapped earning potential.

At Responsive, our mission is to establish ourselves as 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

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!