Overview

Responsive is a global leader in strategic response management software. The AI-powered Responsive Platform is purpose-built to manage responses at scale, enabling organizations 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 RoleThe Account Director is a quota-bearing role responsible for managing relationships with top global clients. The Account Director will own and orchestrate all cross-selling and upselling revenue opportunities within the book of business, collaborating with internal teams (including professional services, solutions consulting, account development, and customer success) to optimize opportunities. The role requires a strategic mindset, exceptional communication skills, and a deep understanding of complex account management principles. This position is a hunter-type role, establishing and maintaining strategic and executive-level relationships with top customers directly, as well as working with the wider Responsive sales team and internal entities.As a member of this rapidly growing team, the Account Director will directly impact Responsive’s go-to-market strategy and provide customer feedback that will influence the development and improvement of the company’s software and platform.Essential Functions

Achieve or exceed monthly revenue targetsCultivate and maintain relationships with key stakeholders within Enterprise customers (on average 25,000+ employees)Understand clients’ business objectives, challenges, and needs, and align Responsive’s solutions to address them effectivelyDrive revenue growth by identifying upsell and cross-sell opportunities within assigned accountsCollaborate with internal teams to ensure the delivery of exceptional serviceDevelop and execute account plans, including strategic account reviews and performance evaluationsMonitor market trends, competitor activities, and industry developments to identify risks and opportunities within accountsNegotiate contracts, pricing, and terms to maximize value and profitabilityAdhere to MEDDPICC sales methodologyVisit customers on-site as neededProvide senior management with accurate forecasts and risk analysis for assigned accountsProactively uncover potential sales opportunities through outbound activities and referralsDrive product adoption by presenting value-added servicesWork with Customer Success to increase and ensure key customer retentionNormalize product costs and price increases for renewing customersOther Duties

Remain current on competitive products, RFP processes and account objectivesProactively uncover sales opportunities through outbound calling and referralsDrive new product adoption by presenting value-added servicesCollaborate with Customer Success to maintain retentionOther duties as assignedQualifications

Bachelor''s degree in Business Administration, Marketing, or a related field; MBA preferredMinimum of 10 years experience in SAAS sales with strategic enterprise accountsProven track record of managing large enterprise accounts (3000 seats and above) and driving revenue growthStrong business acumen and ability to solve complex business challengesExcellent communication, negotiation, and presentation skillsAbility to build rapport and trust with clients at all levelsHighly organized with the ability to manage multiple priorities in a fast-paced environmentWillingness to travel domestically and internationally as requiredExperience responding to RFx or proposal management is a plusAbility to work on multiple projects with minimal supervisionB2B sales methodology, MEDDPICC preferredExperience managing a global account baseCapable of presenting to large groupsStrong work ethic and ability to drive sales independentlyAdditional Information

Seniority level: Mid-Senior levelEmployment type: Full-timeJob function: Sales and Business DevelopmentIndustries: Software DevelopmentReferrals increase your chances of interviewing at Responsive by 2xNote: This posting includes information about the role and requirements as described by the employer.

#J-18808-Ljbffr