Client Sales Account Executive

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. 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.

About the Role

The Client Account Executive position is a quota‑bearing role, responsible for cross‑sell and upsell revenue opportunities within current Responsive clients as well as hunting for new opportunities within current accounts and subsidiaries. A successful Client Account Executive takes a land‑and‑expand approach, cultivating strategic relationships with account stakeholders, leading the transition of accounts to our new support model, focusing on upselling and growing renewals, and proactively navigating accounts to seek out new business units or whitespace.

As a member of this rapidly growing team, a Client Account Executive will have a direct impact on Responsive’s go‑to‑market strategy and provide prospective customer feedback that will directly influence product development.

Essential Functions

• Manage expansion, upgrades and cross‑sell attachment of current Responsive customers.
• Find new opportunities within new teams and subsidiaries in conjunction with an Account Development Representative.
• Achieve or exceed monthly revenue targets.
• Display a solution‑sales mindset while cultivating new and existing account relationships.
• Clearly document pipeline activity in Salesforce.
• Adhere to MEDDPICC sales methodology.
• Map out key players in accounts and their goals, creating detailed Account Plans.
• Work with key players to create an action plan that maps our services to account needs and goals.
• Establish regular communication with customers—operational and executive—to ensure they are actively utilizing the full functionality of Responsive’s software and are having a positive user experience.
• Manage the upgrade/renewal process and work with the Contract Department to finalize agreements.
• Closely manage and nurture accounts to identify and eliminate the risk of attrition.
• Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team.
• Communicate the needs of the customer to other internal teams.
• Understand the software and stay up to date with product enhancements to be able to demo the product and its benefits to any organization.

Other Duties

• Work with Responsive employees and partners to help identify actions needed to create and close new opportunities.
• Remain current on competitive products, RFP processes, and account business objectives.
• Proactively uncover potential sales opportunities through outbound calling, written communication and referrals from technical support/professional services.
• Drive new product adoption by presenting value‑added services.
• Build strong working relationships across Sales, Product and Customer Success teams.
• Work closely with Customer Success team to increase customer retention.

Qualifications

• Bachelor’s degree in Business, Finance or Operations is a plus.
• 2‑5 years working in B2B sales or account management, ideally in a SaaS, tech, or tech‑adjacent industry.
• Experience responding to RF(x)’s or proposal management is a plus.
• Must be capable of working on multiple projects concurrently with minimum supervision.
• Excellent written and verbal communication skills.
• Demonstrated ability to manage a global account base.
• Capable of making detailed presentations to large groups of people.
• Have a strong work ethic and is able to independently drive sales efforts.
• Able to effectively address challenging questions and provide innovative solutions to complex problems.

Compensation range for this role is $130,000‑150,000 On‑Target Earnings (OTE, Uncapped), depending…