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
The Enterprise Account Manager position is a quota-bearing role, responsible for managing relationships with our top global clients. The Enterprise AM will own and orchestrate all cross-selling and upselling revenue opportunities within this book of business, working collaboratively with other internal teams (including professional services, solutions consulting, account development, and customer success) to optimize opportunities. A successful candidate brings a strategic mindset, exceptional communication skills, and a deep understanding of complex account management principles. This individual will be the main contact for all business conversations for the account. They‘re responsible for establishing and maintaining strategic and executive-level relationships with these top customers directly, as well as working with the wider Responsive sales team and internal entities.
As a member of this rapidly growing team, our Enterprise Account Manager will have a direct impact on Responsive’s go-to-market strategy and will provide prospective and current 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
- Cultivate and maintain strong relationships with key stakeholders within our Enterprise customers (3000+ employee size).
- Serve as the primary point of contact for all strategic and operational matters related to the assigned accounts.
- Understand the clients’ business objectives, challenges, and needs, and align Responsive’s solutions to solve those needs effectively.
- Drive revenue growth by identifying upsell and cross-sell opportunities within the assigned accounts.
- Collaborate with internal teams, including sales, product development, and customer support, to ensure the delivery of exceptional service to clients.
- Develop and execute account plans, including strategic account reviews, business reviews, and performance evaluations.
- Monitor market trends, competitor activities, and industry developments to identify potential risks and opportunities within the accounts as a true strategic partner.
- Negotiate contracts, pricing, and terms with clients to maximize value and profitability.
- Adhere to MEDDPICC sales methodology
- Map out key players and their goals or motivators in assigned accounts
- Establish regular communication with Customers — operational and executive — to ensure Customers are actively utilizing the full functionality of Responsive’s software with a positive user experience.
- Visit customers on-site as needed.
- Manage the upgrade/renewal process and work with the Contract Department to finalize agreements
- Provide senior management with an accurate forecast and risk analysis of all assigned accounts within the team
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
Qualifications
- 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
- Proven track record of successfully managing large enterprise accounts (3000 seats and above) and driving revenue growth.
- Strong business acumen with the ability to understand complex business challenges and develop strategic solutions.
- 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
Additional Information
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
- 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!
