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 Role

The 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 targets
• Cultivate 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 effectively
• Drive revenue growth by identifying upsell and cross-sell opportunities within assigned accounts
• Collaborate with internal teams to ensure the delivery of exceptional service
• Develop and execute account plans, including strategic account reviews and performance evaluations
• Monitor market trends, competitor activities, and industry developments to identify risks and opportunities within accounts
• Negotiate contracts, pricing, and terms to maximize value and profitability
• Adhere to MEDDPICC sales methodology
• Visit customers on-site as needed
• Provide senior management with accurate forecasts and risk analysis for assigned accounts
• Proactively uncover potential sales opportunities through outbound activities and referrals
• Drive product adoption by presenting value-added services
• Work with Customer Success to increase and ensure key customer retention
• Normalize product costs and price increases for renewing customers

Other Duties

• Remain current on competitive products, RFP processes and account objectives
• Proactively uncover sales opportunities through outbound calling and referrals
• Drive new product adoption by presenting value-added services
• Collaborate with Customer Success to maintain retention
• Other duties as assigned

Qualifications

• Bachelor's degree in Business Administration, Marketing, or a related field; MBA preferred
• Minimum of 10 years experience in SAAS sales with strategic enterprise accounts
• Proven track record of managing large enterprise accounts (3000 seats and above) and driving revenue growth
• Strong business acumen and ability to solve complex business challenges
• Excellent communication, negotiation, and presentation skills
• Ability to build rapport and trust with clients at all levels
• Highly organized with the ability to manage multiple priorities in a fast-paced environment
• Willingness to travel domestically and internationally as required
• Experience responding to RFx or proposal management is a plus
• Ability to work on multiple projects with minimal supervision
• B2B sales methodology, MEDDPICC preferred
• Experience managing a global account base
• Capable of presenting to large groups
• Strong work ethic and ability to drive sales independently

Additional Information

• Seniority level: Mid-Senior level
• Employment type: Full-time
• Job function: Sales and Business Development
• Industries: Software Development

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Note: This posting includes information about the role and requirements as described by the employer.