Account Development Representative

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 , visitresponsive.io .

Responsive is seeking an Outbound Account Development Representative (ADR) to join our high-performing Business Development organization. This is a quota-carrying, outbound role on a tenured team that has consistently hit its number.

In this role, you will focus on expansion and upsell within an existing book of business, working in a paired model with a Client Sales Manager. You’ll engage mid-market, major, and enterprise customers to identify new use cases, surface expansion opportunities, and introduce new Responsive capabilities—including AI Agents and Generative AI features—that help customers drive more value from the platform.

This role is ideal for a self-starter with a competitive mindset, strong outbound skills, and a desire to grow a career in B2B SaaS sales while learning how to sell into complex enterprise environments.

This is a remote role, with priority given to candidates located in Texas, Kansas, or Oregon.

Own outbound prospecting and expansion efforts across an assigned book of current Responsive customers

Partner closely with a Client Sales Manager to identify, qualify, and advance upsell and cross‑sell opportunities

Execute high‑quality outbound outreach via phone, email, Linked In, and sales engagement tools

Proactively introduce customers to new Responsive features, including AI‑powered and GenAI capabilities

Conduct discovery and qualification conversations to understand customer goals, challenges, and growth opportunities

Research accounts to understand organizational structure, buying centers, and expansion potential

Maintain accurate activity, pipeline, and opportunity data in Salesforce

Use Outreach to manage sequences, track engagement, and optimize outbound performance

Leverage tools such as Sales Navigator, Zoom Info, and Gainsight (where applicable) to support account research and customer engagement

Collaborate cross‑functionally with Sales, Customer Success, Marketing, and other ADRs to drive coordinated account strategies

Consistently meet or exceed monthly and quarterly activity and pipeline targets

• Fluency with Salesforce and Outreach as core sales tools

Experience with or exposure to Sales Navigator and/or Zoom Info; familiarity with Gainsight is a plus

Comfort selling to mid‑market, major, and enterprise accounts

Interest in and curiosity about AI and Generative AI, and how these technologies can drive customer value

Strong written and verbal communication skills

• 1–2 years of experience in B2B SaaS sales, account development, sales development, or a similar customer‑facing role

Proven success in a high‑volume outbound sales environment

Competitive, goal‑oriented mindset with a strong desire for career growth

Highly organized, proactive, and comfortable managing multiple priorities

Ability to thrive in a fast‑paced, collaborative, and metrics‑driven environment

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 OTE (on target earnings) salary range is $70,K. Our recruiting team will provide details on the applicable range based on your location during the hiring process.

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