SaaS - Software Account Executive

About ResponsiveResponsive (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 RoleREMOTE IN PORTLAND OR; DALLAS TX; BOSTON, MA; KANSAS CITY MOIf 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 Account Executive is responsible for the acquisition of new customers, from lead to close. A successful Account Executive will develop a comprehensive understanding of the software and will be proficient 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.Essential FunctionsEstablish strong relationships with prospective customers to grow revenue and identify, propose, and close new opportunities Qualify leads received from the Sales Development TeamEnsure prospects have up-to-date knowledge of new products, features, roadmap and any other pertinent informationNegotiate pricing with customersWork closely with the Contracts Department to facilitate contract finalizationDevelop and manage a sales forecast & pipeline including carrying approximately 30 concurrent opportunities in order to exceed quarterly and annual quotasActively manage daily responsibilities including, but not limited to client development, scheduling appointments, sales presentations, and proposal managementParticipate collaboratively within the structure of a sales team managed by a Regional Sales DirectorOther DutiesSelf-Generate approx. 50% of overall pipeline through outbound prospecting effortsAchieve sales targets and outcomes consistently and on timeDevelop and maintain strong working relationships across internal and external teamsEnter lead & customer information into CRMStay up-to-date with sales best practices and trendsAssist in the effort of customer payment collection to ensure payment as neededKnowledge & SkillsSelf-motivated and adaptableStrong time management skillsExcellent oral and written communication skills.Experience with RFx (RFP, RFI, DDQ, Security Questionnaire) processesDemonstrated competencies in Salesforce.com, Microsoft Office, and web demonstration/ conference platformsSkilled at presenting self-run demos Proven success adhering to a sales methodology, MEDDPICC preferred Experience:2-5 years B2B software sales experienceAble to consistently achieve sales quotas Experience selling to enterprise/corporate accounts (SaaS preferred)Experience engaging with prospects in a trial/POC/POV environment Experience creating quarterly, monthly, and weekly sales plansExperience learning and executing on a repeatable sales processAdditional InformtionThe compensation range for this role is $150,000-$185,000 On-Target Earnings (base + commission), depending on experience and location.At Responsive, our mission is to establish ourselves as one of the best places to work by building trust, respecting personal boundaries, valuing work-life balance, promoting diversity, and inclusiveness, and instilling a true sense of ownership and belonging among every employee that will transcend to delighting customers and creating true market value.People feel empowered, supported, and includedTrust and transparency are built into the way we workCreativity, curiosity, and continuous improvement are encouraged and nurturedUS-Based Employees can look forward to the following benefits:Competitive Compensation, Company Bonus401k with company matchingUnlimited professional development and ongoing learning through LinkedIn Learning Solutions4 weeks of paid vacation, paid sick days, and paid bereavement4 week sabbatical after 5 years of serviceWeekly virtual yoga sessionsMental Wellness Program (EAP) to support your well-being and self-careTeam events, such as happy hours, off-sites, and team building eventsBest-in-class health benefits, company paid for employee and company contribution for family coverageAssociates based outside of the US will enjoy similar benefits, comparable and specific to their national standardsResponsive 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!