Sales Director

Tech Sales Jobs; Chicago (IL); On-site; USD 180,000 - 230,000; Full time

Job summary

Responsiv is seeking a Sales Director for Insurance and Health Insurance to drive new enterprise logos through direct selling and partner co-selling. You will own the end-to-end sales cycle, deeply understanding regulatory workflows and the value Responsiv provides to legal, compliance, and IT/security teams.

You will build named accounts, manage complex negotiations, and win multi-year ARR in a fast-paced market, leveraging your network in regulated industries to position Responsiv as a market

Qualifications

• Minimum 5 years of quota-carrying experience in new business development for an enterprise software organization.
• Minimum 5 years in complex selling environment requiring multi-level, multi-threaded relationships, ideally in Insurance, Health, Financial Services and other regulated industries.
• Demonstrated, referenceable success in past positions where closing multiple large transactions ($100k+ per year) and owning lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Record of success in generating net new business with consistent overachievement of annual sales goals in logos and ARR.

Responsibilities

• Build pipeline based around our prioritized accounts and move clients through the funnel.
• Have an excellent understanding of Compliance and how Responsiv fits in; understand the value proposition and differentiate from competitors.
• Manage the sales process and drive opportunities to a close, owning each step of the selling process including RFPs and POCs.
• Sell the vision and roadmap of Responsiv, understanding the product and market to translate value into customer programs.
• Operate well in a fast-paced environment with SLAs and the ability to adapt to changes.

Skills

Quota carrying

Enterprise software sales

Complex selling

Multi-level relationships

RFPs and POCs

Job description

Sales Director (Insurance and Health Insurance)

Location: Chicago, Remote

Department: Sales

Location Type: IN_OFFICE

Employment Type: FULL_TIME

Responsiv Overview

Responsiv is a regulatory change management platform that tells you when your regulatory posture is out of date. Responsiv analyzes new regulations and notifies you when there’s been an important new rule that you should be aware of. It then takes that regulation and performs a gap analysis on your existing controls, policies, and procedures, suggesting necessary changes.Responsiv addresses the challenge of staying compliant in an increasingly complex and fast-evolving regulatory landscape allowing you to:

• Track your regulatory obligations: Continuously monitor which laws and regulations apply to your organization, ensuring you remain compliant with every requirement.
• Ensure your controls and policies are always up to date: with ongoing gap analyses
• Update your controls and policies with new regulations immediately: by automatically drafting compliance updates based on the latest regulatory guidelines
• Get back to the business faster: by understanding the regulatory context behind a specific situation that may not be covered in existing policies

Sales Director Overview

You are responsible for drivingnetnew enterprise logos through direct selling relationships, as well as co-selling with partnerswhen appropriate.You will becomean expert in the regulated industries wherelegal, complianceand regulatory workflows area requirement.

Build pipeline based around our prioritized accounts and move clients through the funnel.

You will be assigned named accountsandexpected to build strong relationshipsata true executive levelto drive the strategyintarget organizations.Your ability to navigate andbuild relationships in these departments will be crucial:legal, compliance, regulatory controls, and IT/information security teams. You will be expected to actively understand eachcompany’s business, technology footprint and AI priorities.

Have an excellent understanding of Compliance and how Responsiv fits in.

Youarean expert on the industry and our product.Learn and understand the value proposition that Responsiv offersand help corporations translate thatvalueintheir legal and compliance programs. Using that knowledge,you will need toknowhow our platform competes in the market and differentiatesusfrom our direct competitors, as well as ourindirectcompetitors.

Manage the sales processdrivingopportunities to a close.

You have a deep network in Insurance. Youwillmanagea lead to an opportunity and can own each step of thesellingprocess, especiallyinintricate, detail-orientedphases such as robust RFPs and proof-of-concepts (POCs).You have the awareness and keen ability to draw youropportunitiesto a close through situational selling that will shape your prospects’ mindsettowards Responsiv.

Know how to sell our vision and roadmap.

Responsiv is a strong platform that has enabled us to have an incredibly strong offering out of the gate. We also have a compelling vision and roadmap to execute on that vision. Our customersarebuying into that future as much as the currentproduct,so youhave a clear understanding of how we are going to continue to create value in our market.

Operate well in a fast-paced environment.

Build competence in our industry and product.You will havehigh expectations for our teamand of yourselfas we expectto get work done with quality and speed.You will ownthe SLAs to respond quickly toprospect andcustomer questions, as well as internal colleagues.Your ability to adapt, shift and change quicklyas the environment changeswillgive you an edge in your selling positionaswe arelearningfrequentlyand insertingimprovements intoour business and processes.

Qualifications

• Minimum 5 years of quota-carrying experience in new business development for an enterprise software organization
• Minimum 5 years in complex selling environment requiring multi-level, multi-threaded relationships, ideally in Insurance, Health, Financial Services and other regulated industries
• Demonstrated, referenceable success in past positions where closing multiple large transactions ($100k+ per year) and owning lengthy sales campaigns in a fast-paced, consultative and competitive market
• Record of success in generating net new business with consistent overachievement of annual sales goals in logos and ARR

At Responsiv, our core values are not just words on a page; they are the guiding principles that shape our culture, define our actions, and propel us towards our vision.

• Advocate like you're right. Listen like you're wrong.We communicate ideas with bothpassion and humility. We are all responsible for innovation and believe that ideas can come from anyone.
• Practice extreme ownership: With ownership comes accountability. Deliver on your commitmentsand takeindividualresponsibility for theteam’ssuccesses andfailures.
• Measure success:Having clarity on what success looks like is critical toits achievement. Make sure the measurements are meaningful.·
• Make an impact:Iterate quickly.Speed over Perfection. Results over Activity.
• Do more with less: We value efficiency and resourcefulness. Quality is notdictated by the quantity of resources, but how effectively they are used.
• Celebrate the wins. Acknowledge the losses.Both are important signals to help us steer the ship.Give meaning to the hard work by recognizingthe moments, milestones, stories and people in our joint success.