Principal, Industry GTM

About Responsive

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

The Principal, Industry GTM will play a pivotal role in shaping and executing Responsive’s industry-specific go-to-market (GTM) strategy. Reporting to the VP of Product Marketing, this leader will identify priority verticals, define compelling value propositions, and drive growth through industry-tailored offerings, partnerships, and services.

This role is an influential cross-functional leader, collaborating closely with sales, product, marketing, alliances, and customer success to position Responsive as the undisputed leader in Strategic Response Management (SRM) across target industries. The initial focus will be on financial services, establishing a GTM playbook that can scale to additional industries.

Essential Functions

• Recommend approach to prioritizing and sequencing investments in core verticals
• Develop and execute industry GTM strategies that drive new business and expansion 
• Shape industry-focused product roadmaps in partnership with product management
• Drive industry-specific partnerships to extend market reach via alliances and integrations
• Develop compelling messaging and value propositions for core industries
• Equip our commercial teams to confidently position, sell, and win 
• Harness market, competitive, and customer intelligence to evolve GTM strategy
• Stay ahead of market trends - monitor the competitive landscape, evolving customer expectations, and emerging opportunities to inform product and growth strategies
• Establish operational rhythms and metrics to track and improve performance of core industries, and report on the effectiveness of industry-specific sales and marketing initiatives, iterating based on insights and data 
• Lead Responsive’s presence at key industry events—driving thought leadership and customer engagement
• Improve operational effectiveness by exploring AI tools and new approaches that elevate results and improve collaboration for industry GTM and coach peers to do the same

Knowledge and Skills

• Track record of growth - you have made a material impact to company revenue by leading an executing GTM strategy and driving pivotal launches 
• Management and leadership chops - you are adept at managing contractors, vendors, cross-functional teams, and individual contributors (potential to build a team over time)
• Executive presence - you are comfortable facilitating presenting to VP and CXO audiences 
• Hunger - you set ambitious goals and get results in an ambiguous, fast paced environment 
• Growth mindset - you strive to constantly learn, improve, and adapt 
• Global orientation - you are excited to work with colleagues and customers around the world
• Clear and compelling communication 
• Active inquiry and problem solving
• Prioritization, organization, and time management

Required Experience

• 10+ years experience in B2B SaaS with focus on industry marketing, with preferred experience working at leading organizations in financial services and asset management 
• 5+ years experience in product marketing with progressive scope and leadership

Additional Information

At Responsive, our mission is to be 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!