Global Account Manager

About Responsive

Responsive, formerly RFPIO, is the market leader in a growing category of SaaS solutions called Strategic Response Management. More than 2,000 customers, including Google, Microsoft, Blackrock, T.Rowe Price, Adobe, Amazon, Visa and Zoom, are using the Responsive platform to manage business critical responses – including bids, questionnaires, assessments, and trust centers – that impact nearly half of a company’s revenue. More than 35% of cloud SaaS leaders and more than 20 of the Fortune 100 standardize on Responsive, and the company has been voted “best in class” by G2 for 24 quarters straight. Customers have used Responsive to close more than $750B in transactions to-date. To learn more, visit responsive.io.

About the Role

The Global Account Manager position is a quota-bearing role, responsible for managing relationships with our top global clients. The GAM will own and orchestrate all cross-selling and upselling revenue opportunities within this book of business, working collaboratively with other internal teams (including professional services, solutions consulting, account development, and customer success) to optimize opportunities. A successful candidate brings a strategic mindset, exceptional communication skills, and a deep understanding of complex account management principles. This individual will be a hunter-type role.  They‘re responsible for establishing and maintaining strategic and executive-level relationships with these top customers directly, as well as working with the wider Responsive sales team and internal entities.

As a member of this rapidly growing team, our Global Account Manager will have a direct impact on Responsive’s go-to-market strategy and will provide prospective and current customer feedback that will directly impact the development and improvement of the company’s cornerstone software and full platform.

Essential Functions

• Achieve or exceed monthly revenue targets

• Cultivate and maintain strong relationships with key stakeholders within our Enterprise customers (25,000+ employee size). 

• Serve as the primary point of contact for all strategic and operational matters related to the assigned accounts.

• Understand the clients’ business objectives, challenges, and needs, and align Responsive’s solutions to solve those needs effectively.

• Drive revenue growth by identifying upsell and cross-sell opportunities within the assigned accounts.

• Collaborate with internal teams, including sales, product development, and customer support, to ensure the delivery of exceptional service to clients.

• Develop and execute account plans, including strategic account reviews, business reviews, and performance evaluations.

• Monitor market trends, competitor activities, and industry developments to identify potential risks and opportunities within the accounts as a true strategic partner.

• Negotiate contracts, pricing, and terms with clients to maximize value and profitability.

• Adhere to MEDDPICC sales methodology

• Map out key players and their goals or motivators in assigned accounts 

• Establish regular communication with Customers — operational and executive — to ensure Customers are actively utilizing the full functionality of Responsive’s software with a positive user experience.

• Visit customers on-site as needed.

• Manage the upgrade/renewal process and work with the Contract Department to finalize agreements

• Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team

Requirements

• Bachelor's degree in Business Administration, Marketing, or a related field. MBA preferred.

• Minimum of 10 years experience in SAAS sales with strategic ENT accounts included in managed book of business

• Proven track record of successfully managing large enterprise accounts (3000 seats and above) and driving revenue growth.

• Strong business acumen with the ability to understand complex business challenges and develop strategic solutions.

• Excellent communication, negotiation, and presentation skills.

• Ability to build rapport and establish trust with clients at all levels of the organization.

• Highly organized with the ability to manage multiple priorities and meet deadlines in a fast-paced environment.

• Willingness to travel domestically and internationally as required.

• Experience responding to RF(x)’s or proposal management is a plus

• Must be capable of working on multiple projects concurrently with minimum supervision

• B2B sales methodology, MEDDPICC preferred

• Demonstrated ability to manage a global account base

• Capable of making detailed presentations to large groups of people

• Have a strong work ethic and is able to drive sales efforts independently

• Able to effectively address challenging questions and provide innovative solutions to complex problems

Knowledge & Skills

• Remain current on competitive products, RFP processes and account business objectives

• Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services

• Drive new product adoption by presenting value-added services

• Work closely with the Customer Success team to increase and ensure key customer retention

• Normalize product costs and price increases for renewing customers

• Other duties as assigned

Additional Information

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 $145,000–$160,000. Our recruiting team will provide details on the applicable range based on your location during the hiring process. Please note that this range covers base salary only and does not include bonuses, variable compensation, or benefits. 

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

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

📈 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!