Account Executive - SMB

About Responsive

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 (SMB)  is responsible for the acquisition of new customers, from lead to close. This role will require a team member with strong prospecting skills, a strong commitment to win and the desire to continue growing in a SaaS sales career. A successful Account Executive will develop a comprehensive understanding of our B2B SaaS product 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, deal desk, revenue operations, marketing, and product teams to close deals. 

As an Account Executive focused on the Small-to-Medium sized business (SMB) market, you will target companies with >100 employees, selling to managers and helping them leverage AI to reduce manual effort. This role requires a consultative approach to sales, managing deal cycles and positioning our agentic driven AI platform as the best-in-class strategic response management SaaS solution. We don’t simply sell features, we sell value and business outcomes.

As a member of this rapidly growing team, a successful 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 Functions

• Position the value of Responsive’s Software and sell to Small–Medium Sized Business (SMB) customers (inbound and outbound), and run the sales cycle from prospect to close.

• Engage prospects to understand their business challenges - you can expect to run multiple meetings per day for prospective customers and be responsible for the entire sales process; prospecting, qualifying leads, running discovery calls (~1-3 per day, uncovering pain points, challenges, and providing value), demonstrations and closing deals. 

• Qualify leads received from the Sales Development Team.

• Close new business and achieve quota attainment consistently.

• Develop and maintain a strong pipeline in Salesforce, accurately forecasting revenue and executing strategic outbound and inbound sales approaches.

• Ensure prospects have up-to-date knowledge of new products, features, roadmap and any other pertinent information. Maintain awareness and knowledge of competitor products and market.

Other Duties

• Self-Generate approx. 40% of overall pipeline through outbound prospecting efforts

• Achieve sales targets and outcomes consistently and on time

• Develop and maintain strong working relationships across internal and external teams

• Enter lead and 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

What We're Looking For

• 2-5 years of SaaS sales experience, preferably in B2B SMB sales.

• Top performers with a track record of success in fast-paced environments. You will need to be comfortable carrying an annual quota of $500K+

• Strong consultative selling skills, with the ability to engage and influence stakeholders.

• Good sales hygiene, strong time management skills, organized and prepared.

• Exceptional communication skills with the ability to articulate business value.

• Continuous learning mentality, curious and desire to be a product expert 

• Track record of success in a fast-paced, high-growth environment.

• An interest in AI innovation, allowing you to stay on top of the latest advancements and discuss its benefits, challenges and how it’s applied in real world scenarios.

Knowledge & Skills

• Self-motivated and adaptable

• Excellent oral and written communication skills.

• Experience with RFx (RFP, RFI, DDQ, Security Questionnaire) processes

• Demonstrated competencies in Salesforce.com, Microsoft Office, and web demonstration/ conference platforms

• An understanding of AI and associated technologies, and a willingness to learn and upskill

• Skilled at presenting self-run demos

• Proven success adhering to a sales methodology, MEDDPICC preferred

• Undergraduate degree or equivalent experience

What We Offer

What we offer:

At Responsive, we’re transforming how organizations share and exchange information. Our mission is to build the world’s most powerful information exchange platform and we’re applying the most advanced AI technologies to do so. We are scaling rapidly to meet demand and need exceptional talent to help us grow. If you’re ready to be part of a stable company that’s working at the forefront of AI, this is the place for you.

Responsive uses a market-based compensation philosophy. A candidate’s starting base salary will be determined by the specific responsibilities of the role, as well as job-related skills, experience, qualifications, location, and current market trends. For this position, the base salary range is $135,000-150,000 OTE (on-target earnings - base + bonus) and. Our recruiting team will provide details on the applicable range based on your location during the hiring process. 

Responsive embraces a global flexible workforce model with offices in Dallas, TX, Kansas City, MO, Coimbatore and Bangalore, India and Dublin, Ireland. For this role, candidates in EST zones will be given priority.

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

🏠  Flexible remote work 

📈 401k with company matching

📚 Unlimited professional development and ongoing learning through LinkedIn Learning Solutions

🏝 4 weeks of paid vacation, paid sick days, dedicated paid COVID 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!

For more information, please visit Responsive.io