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
The SMB Account Executive manages the development of our prospective customer base. A successful SMBAE will develop a comprehensive understanding of the software and will be proficient providing demonstrations, answering prospective customer questions about the software, following defined processes as well as 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 SMB AE will have a direct impact on Responsive’s go-to-market strategy for the small business market, 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 and self-generate a majority of pipeline through outbound prospecting efforts.
- Qualify and convert 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 and contracts with customers
- Work closely with the Contracts Department to facilitate contract finalization
Develop and manage a sales forecast & pipeline including carrying over 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.
Other Duties
- Support partners through the entire sales process
- Self-Generate a majority % 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
- Maintain customer information in CRM
- Bring your ideas to the table for small business sales best practices, trends, and strategies
- Follow up on customer invoices to ensure payment
- Introduce closed deals to Customer Success and Account Management Teams
- Attend and participate in regular team strategy, forecasting, and training meetings
- Project manage RFx response projects utilizing the Responsive platform
- Other duties as assigned
Experience
- 2+ years software sales experience, with at least 1 year of full sales cycle closing experience
- Demonstrated ability to consistently achieve sales quotas
- Experience with outbound prospecting strategy and technology
- Experience creating quarterly, monthly, and weekly sales plans
- Experience learning and executing on a repeatable sales process
Knowledge & Skills
- Self-motivated and adaptable
- MEDDPICC strongly preferred
- 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
Additional Information
Compensation range for this role is $125,000-$150,000 On-Target Earnings (base + commission)
US-Based Employees Can Look Forward To The Following Benefits
💰 Competitive Compensation, Company Bonus
📈 401k with company matching
📚 Unlimited professional development and ongoing learning through LinkedIn Learning Solutions
🏝 4 weeks of paid vacation, paid sick days, and paid bereavement
✈ 4 week sabbatical after 5 years of service
🧘♀️ Weekly virtual yoga sessions
🍀 Mental Wellness Program (EAP) to support your well-being and self-care
🍹 Team events, such as happy hours, off-sites, and team building events
❤️ Best-in-class health benefits, company paid for employee and company contribution for family coverage
🌍Associates based outside of the US will enjoy similar benefits, comparable and specific to their national standards
Responsive is committed to building and fostering a diverse and inclusive culture that we can all be proud of. We encourage people of all cultures, ethnicities, ages, backgrounds, races, national origins, genders, sexual orientations, religions, and abilities to apply for our open positions. If you are also committed to this kind of culture and see yourself joining our team, please apply - we look forward to learning more about you!
