Account Executive (Outbound Sales)

About Responsive

Ranked in the top 5% of the Inc5000 (and the highest ranked Oregon company), Responsive is the industry’s leading response management platform helping sales teams respond at the pace of their customer expectations. Over 200,000 users from companies like Microsoft, Accenture, and Akamai, use Responsive to provide on-demand access to the knowledge and content their teams need to do their best work. In July 2018, we closed our $25M Series-B round, backed by K1 investments. We are a truly international company, headquartered in Portland, Oregon, with additional offices in Kansas City, KS, Coimbatore, India and The Netherlands.

• Backed by best in class investors, we have access to capital, networks, and mentors
• We put our people first and have employee champions who lead diversity, equity and inclusion initiatives and are committed to creating a diverse and inclusive environment for everyone
• You’ll have a voice in what we do and see the impact of your work with open channels for product ideas, employee feedback, and open door access to executives.

About the Role

If 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 net new customers, through outbound initiatives. 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 Functions

• Generate own leads
• Achieve sales targets and outcomes consistently and on time
• Establish strong relationships with prospective customers to grow revenue and  identify, propose, and close new opportunities
• Ensure prospects have up-to-date knowledge of new products, features, roadmap and any other pertinent information
• Negotiate pricing with customers
• Work closely with the Contracts Department to facilitate contract finalization
• Develop and manage a sales forecast & pipeline including carrying approximately 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 managed by a Regional Sales Director.

Other Duties

• Self-Generate 100% of overall pipeline through outbound prospecting efforts
• Develop and maintain strong working relationships across internal and external teams
• Enter lead & customer information into CRM
• Stay up-to-date with sales best practices and trends
• Assist in the effort of customer payment collection to ensure payment as needed
• Introduce closed deals to Customer Success Team
• Attend and participate in regular team strategy, forecasting, and training meetings
• Project manage RFx response projects utilizing the Responsive platform
• Other duties as assigned

Education

            Any Bachelor’s / Master degree (preferably sales stream)

Experience

• 3 yrs to 5 yrs years software sales experience
• 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 plans
• Experience learning and executing on a repeatable sales process

Knowledge, Ability & Skills

• Self-motivated and adaptable
• Able to consistently achieve sales quotas
• Strong time management skills
• Excellent English oral and written communication skills.
• Demonstrated competencies in Salesforce.com, Microsoft Office, and web demonstration/ conference platforms
• Skilled at presenting self-run demos
• Optional: Experience with RFx (RFP, RFI, DDQ, Security Questionnaire) processes

At Responsive, our mission is to make Responsive 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 included
• Trust and transparency are built into the way we work
• Creativity, curiosity, and continuous improvement are encouraged and nurtured

Perks 

Time off

• 13 days of casual leave annually
• 8 days of sick leave
• 10 days Carry forward leave
• 2 days of bereavement leave
• 3 days of paid parental leave
• 10 declared holidays
• 3 optional holidays
• 5 days of marriage leave for self
• 26 weeks of paid maternity leave

Medical claim insurance

• Hospitalization – Cashless or reimbursement up to sum insured for self, spouse, kids & employee parents.
• Maternity benefit as per the limits
• Day care surgery
• New born baby care
• Cataracts surgery

Professional development

• Unlimited professional development and ongoing learning through LinkedIn Learning solutions