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 Candidates based in Ireland highly preferred
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
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
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