Account Executive - Midmarket

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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—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 consecutive quarters.

Customers have used Responsive to close more than $750 B in transactions to‑date. To learn more, visit responsive.io.

About the Role

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, be proficient at providing demonstrations, answering prospective customer questions, 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, the Account Executive will have a direct impact on Responsive's go‑to‑market strategy and will provide prospective customer feedback that will directly influence the development and improvement of the company's cornerstone software.

• 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

• Self‑generate approximately 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

• Self‑motivated and adaptable
• Excellent oral and written communication skills
• Experience with RFx (RFP, RFI, DDQ, Security Questionnaire) processes
• Demonstrated competencies in , Microsoft Office, and web demonstration / conference platforms
• Proven success adhering to a sales methodology, MEDDPICC preferred

• 2-4 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

Responsive uses a market‑based compensation philosophy. A candidate's starting base salary will be determined by the specific responsibilities of the role, as well as job‑related skills, experience, qualifications, location, and current market trends. For this position, the total compensation range is $170,000-$200,000 (base + commission). Our recruiting team will provide details on the applicable range based on your location during the hiring process.

Please note that this range covers base salary only and does not include bonuses, equity, or benefits.

Responsive embraces a global flexible workforce model with offices in Dallas, TX, Kansas City, MO, Coimbatore, India and…