Account Manager

Dallas, TX, United States

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

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

Other Duties

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

What you bring to the table:

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

B2B sales methodology, MEDDPICC preferred

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

Additional Information

Compensation range for this role is $130,000-150,000 On-Target Earnings (OTE, Uncapped), depending on experience and location

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, dedicated paid COVID 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!

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