Senior Account Executive - Majors

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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
-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.

Tolearn more , visitresponsive.io .

If you have a track record of success in quota-bearing sales roles and thrive off of a fast-paced, collaborative culture where you can make an impact, you may be a fit for this position within the Responsive sales team.

The Senior Majors Account Executive is responsible for the acquisition of new customers, from lead to close. A successful Senior Account Executive will develop a comprehensive understanding of the software and will be proficient in 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.

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

Develop account plans for top 25 accounts in territory to drive pipeline and account knowledge

Other Duties:

Self-Generate a minority % of overall pipeline through outbound prospecting efforts

Achieve sales targets and outcomes consistently and on time

Manage opportunities using MEDDPICC methodology

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

Attend and participate in regular team strategy, forecasting, and training meetings

Project manage RFx response projects utilizing the Responsive platform

Other duties as assigned

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

10+ years software sales experience

Able to consistently achieve sales quotas

5 + years experience selling to enterprise/major 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

Experience leading high level meetings with C-Level prospects

What we offer:

Responsive uses a market-based compensation philosophy. A candidate’s starting base salary will be determined by the…