Account Executive- Mid Market

Portland, OR, United States

About Responsive

Responsive (formerly RFPIO) is the global leader in strategic response management software, transforming how organizations share and exchange critical information. The AI-powered Responsive Platform is purpose-built to manage responses at scale, empowering companies across the world to accelerate growth, mitigate risk and improve employee experiences. Nearly 2,000 customers have standardized on Responsive to respond to RFPs, RFIs, DDQs, ESGs, security questionnaires, ad hoc information requests and more. Responsive is headquartered in Portland, OR, with additional offices in Kansas City, MO and Coimbatore, India. Learn more at 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 Account Executive is responsible for the acquisition of new customers, from lead to close. A successful Account Executive will develop a comprehensive understanding of the software 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, 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

Other Duties

Self-Generate approx. 50% 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 & 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

Proven success adhering to a sales methodology, MEDDPICC preferred

Experience

2-5 years B2B software sales experience

Able to consistently achieve sales quotas

Experience selling to enterprise/corporate 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

Additional Information

The compensation range for this role is $150,000-$185,000 On-Target Earnings (base + commission), depending on experience and location.

At Responsive, our mission is to establish ourselves as one of the best places to work by building trust, respecting personal boundaries, valuing work-life balance, promoting diversity, and inclusiveness, and instilling a true sense of ownership and belonging among every employee that will transcend to delighting customers and creating true market value.

People feel empowered, supported, and included

Trust and transparency are built into the way we work

Creativity, curiosity, and continuous improvement are encouraged and nurtured

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, and paid bereavement

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!

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