Senior Account Executive

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Date: Oct 23, 2025

Location: United States, Texas

Company: Responsive

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

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 Account Executive is responsible for the acquisition of new customers, from lead to close. A successful Senior Enterprise 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 Sales Development
  • 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

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

Total Compensation for this role (Base plus Variable) ranges from $280,000-$310,000, based on experience 

In addition to a competitive compensation package, Responsive offers:

📈 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

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!