Client Account Executive
Responsive, Inc., Boston, MA, United States
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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 .
REMOTE IN PORTLAND, OR; DALLAS, TX; BOSTON, MA; SF BAY AREA, OR KANSAS CITY METRO
The Account Manager position is a quota-bearing role, responsible for renewal, cross-sell and upsell revenue opportunities within current Responsive clients as well as hunting for new opportunities within current accounts. A successful Account Manager takes a land-and-expand approach, and will cultivate strategic relationships with account stakeholders, lead the transition of accounts to our new support model, focus on renewals and upselling, and be able to effectively network with contacts to map out key players in accounts and help facilitate their goals, and will proactively navigate accounts to seek out new business units or whitespace.
As a member of this rapidly growing team, an Account Manager 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 and full platform.
Essential Functions
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 the key players in accounts and their goals
Work with key players to create an action plan to map our services to account needs and goals
Establish regular communication with Customers — operational and executive — to ensure Customers 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 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
Qualifications
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
Normalize product costs and price increases for renewing customers
Other duties as assigned
Additional Information
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 on experience and location
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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 .
REMOTE IN PORTLAND, OR; DALLAS, TX; BOSTON, MA; SF BAY AREA, OR KANSAS CITY METRO
The Account Manager position is a quota-bearing role, responsible for renewal, cross-sell and upsell revenue opportunities within current Responsive clients as well as hunting for new opportunities within current accounts. A successful Account Manager takes a land-and-expand approach, and will cultivate strategic relationships with account stakeholders, lead the transition of accounts to our new support model, focus on renewals and upselling, and be able to effectively network with contacts to map out key players in accounts and help facilitate their goals, and will proactively navigate accounts to seek out new business units or whitespace.
As a member of this rapidly growing team, an Account Manager 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 and full platform.
Essential Functions
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 the key players in accounts and their goals
Work with key players to create an action plan to map our services to account needs and goals
Establish regular communication with Customers — operational and executive — to ensure Customers 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 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
Qualifications
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
Normalize product costs and price increases for renewing customers
Other duties as assigned
Additional Information
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 on experience and location
#J-18808-Ljbffr