Senior Product Sales Manager

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

We are seeking an experienced and highly skilled RFP Solution Specialist to serve as an overlay expert, supporting the sales team with all things related to Request for Proposals (RFPs). This is a quota-carrying role that requires expertise in RFP processes, sales enablement, GTM strategy, and product evolution. The role involves co-selling with reps, building enablement materials, and acting as a key resource for strategy and execution across multiple departments.

Essential Functions

• Sales Expertise & Co-Selling:
  Serve as the RFP expert on calls, demos and deal strategy, working alongside sales reps to support and close deals. Offer consultative advice and present compelling solutions that address client needs and expectations.
• Sales Enablement:
  Develop, update, and optimize sales enablement materials such as presentations, mutual action plans, pitch decks, and educational content for reps to effectively sell the RFP solution. Train all client-facing teams on how best to position and pitch the RFP offering, ensuring all materials are in line with current GTM strategies and market demands.
• GTM Strategy & Execution:
  Work closely with leadership to refine and optimize our GTM (Go-To-Market) strategy, including assessing pricing, packaging, and market opportunities. Be instrumental in understanding competitor landscapes, market dynamics, and client feedback to ensure our offering is aligned with current market trends and client needs.
• Cross-Department Collaboration:
  Act as a liaison between departments, including Marketing, Sales, RevOps, C-level executives, Client Success, Account Management, and ADR/SDR teams. Ensure seamless collaboration and alignment across these teams to drive business outcomes and revenue growth.
• Market & Competitor Analysis:
  Regularly assess the competitive landscape, identifying key differentiators and positioning strategies that allow us to stay ahead of competitors. Provide insights and feedback from clients to influence product roadmap decisions and market positioning.
• Product & Roadmap Development:
  Collaborate with Product Development and Leadership to ensure the product roadmap aligns with both market demands and long-term strategy. Work to build the future of our RFP product by providing input on new features, enhancements, and overall direction of the product.
• Training & Education:
  Regularly train and educate the sales team and other internal stakeholders on the RFP solution, best practices, and market positioning. Ensure teams are equipped with the knowledge and tools they need to effectively sell and support the product.

Key Skills and Qualifications

• Extensive RFP Expertise: Deep knowledge of RFP processes and solutions, with a proven ability to articulate complex solutions in an easy-to-understand manner for clients.
• Sales-Driven: Proven results driven sales professional, with a background in co-selling, pipeline management, and closing deals.
• Cross-Functional Leadership: Experience working as a liaison between multiple departments, including Sales, Marketing, Product, Client Success, and RevOps.
• Sales Enablement Experience: Ability to create and deliver sales enablement tools, presentations, and training that empower sales teams to succeed.
• Market and Competitor Analysis: Expertise in assessing market trends, identifying competitors’ strengths/weaknesses, and adjusting strategies accordingly.
• Product Development Influence: Experience providing strategic input into product development and roadmaps based on customer feedback and market demands.
• Strong Communication Skills: Ability to clearly articulate strategies, objectives, and action plans to various stakeholders across different departments.

Preferred Qualifications

• 10+ years of direct sales experience
• 5+ years in RFP-related roles, with experience in overlay sales and cross-functional teams. 
• Experience in SaaS or B2B environments preferred.
• Proven success in building and executing successful GTM strategies.
• Ability to work in fast-paced, deadline-driven environments while balancing competing priorities.

This position offers a unique opportunity to be at the forefront of driving innovation and success for our RFP solutions. If you're passionate about co-selling, enabling teams, and optimizing GTM strategies, we'd love to hear from you.

Additional Information

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
• 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!

Compensation range for this role is $280,000-$310,000 On-Target Earnings (OTE, Uncapped), depending on experience and location