Account Executive

Responsive; Northern (KY); Hybrid; USD 70,000 - 120,000; Full time

Benefits offered by this job

401k with company matching

Unlimited professional development

4 weeks paid vacation

Job summary

Responsive is seeking a quota-driven SaaS sales professional to acquire new customers from lead to close and to partner cross-functionally across marketing, product, and contracts. You will manage a 30-opportunity pipeline, negotiate pricing, and drive revenue growth in a dynamic, fast-paced environment.

The role requires 2–5 years of B2B software sales experience, enterprise-focused selling, and strong CRM proficiency.

Qualifications

• 2-5 years B2B software sales experience.
• Able to consistently achieve sales quotas.
• Experience selling to enterprise 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.

Responsibilities

• 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 to exceed quotas.
• Actively manage daily responsibilities including client development, scheduling appointments, sales presentations, and proposal management.
• Participate collaboratively within the structure of a sales team managed by a Regional Sales Director.

Skills

SaaS sales

Enterprise accounts

Pipeline management

MEDDPICC

Tools

Salesforce

MS Excel

Job description

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

Acquires new customers from lead to close and partners cross-functionally to support the go-to-market process.

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

Qualifications

• 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

Knowledge & Skills

• Self-motivated and adaptable
• Excellent oral and written communication skills
• Demonstrated competencies in Salesforce.com, Microsoft Office, and web demonstration/conference platforms
• Proven success adhering to a sales methodology, MEDDPICC preferred

Additional Information

WhatWeOffer

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.

Inadditiontoacompetitivecompensationpackage,Responsivealsooffersthefollowingbenefits:

• 401kwithcompanymatching
• UnlimitedprofessionaldevelopmentandongoinglearningthroughLinkedInLearningSolutions
• 4weeksofpaidvacation,paidsickdays,andpaidbereavement