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 Senior Majors Account Executive is responsible for the acquisition of new customers, from lead to close. A successful Senior Account Executive will develop a comprehensive understanding of the software and will be proficient in providing demonstrations, answering prospective customer questions about the software, defining processes on the fly and will work closely with the sales development, revenue operations, contracts, marketing and product teams to close deals.

As a member of this rapidly growing team, an 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

• Establish strong relationships with prospective customers to grow revenue and identify, propose, and close new opportunities 

• Qualify leads received from the Sales Development Team

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

• Negotiate pricing with customers

• Work closely with the Contracts Department to facilitate contract finalization

• Develop and manage a sales forecast & pipeline including carrying approximately 30 concurrent opportunities in order to exceed quarterly and annual quotas

• Actively manage daily responsibilities including, but not limited to client development, scheduling appointments, sales presentations, and proposal management

• Participate collaboratively within the structure of a sales team managed by a Regional Sales Director

• Develop account plans for top 25 accounts in territory to drive pipeline and account knowledge

Other Duties:

• Self-Generate a minority % of overall pipeline through outbound prospecting efforts

• Achieve sales targets and outcomes consistently and on time

• Manage opportunities using MEDDPICC methodology

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

• Enter lead & 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

Knowledge & Skills

• Self-motivated and adaptable

• Strong time management skills

• 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

• Skilled at presenting self-run demos 

Qualifications

• 10+ years software sales experience

• Able to consistently achieve sales quotas 

• 5 + years experience selling to enterprise/major accounts (SaaS preferred)

• Experience engaging with prospects in a trial/POC/POV environment 

• Experience creating quarterly, monthly, and weekly sales plans

• Experience learning and executing on a repeatable sales process

• Experience leading high level meetings with C-Level prospects

Additional Information

What we offer:

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, tthe OTE range is $280,000–$320,000. 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, equity, 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, 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!