Job
Description
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 Responsibilities 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. 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 bachelors / 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 Proficient in using MEDDPICC sales methodology 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 empowe'red, supported and included. Trust and transparency are built into the way we work Creativity, curiosity, and continuous improvement are encouraged and nurtured
