Account Executive

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.

About the Role

As an Account Executive (SMB/ Velocity deals), you will own the full sales cycle for SMB/ velocity businesses in India, driving revenue growth by identifying, engaging, and closing new customers. A successful Account Executive will develop a comprehensive understanding of the software and will be comfortable providing demonstrations, answering prospective customer questions about the software, defining processes on the fly, and working closely with 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 revenue, and will provide prospective customer feedback that will directly impact the development and improvement of the company's cornerstone software. (Target Market - India)

Essential Responsibilities

• Establish strong relationships with prospective customers to build trust and collaborate with them to close new opportunities.
• Ensure prospects have up-to-date knowledge of new products, features, roadmap, and any other pertinent information.
• Has great acumen in increasing the deal size of leads, and also has a good conversion ratio
• Able to strategize better based on historical data to show overall improvement Q-o-Q and Y-o-Y
• Handle end-to-end sales process from lead validation to closure
• Develop and manage a sales forecast & pipeline to exceed quarterly and annual quotas.
• Actively manage daily responsibilities, including but not limited to client development, scheduling appointments, sales presentations, and proposal management.
• 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.
• Follow up on customer invoices to ensure payment.
• Introduce closed deals to the Customer Success Team.
• Able to size the maximum potential of a lead and work accordingly

Education

Any Bachelor's/ Master's degree (Preferably Sales Stream)

Experience

• 3–5 years of B2B SaaS sales experience (SMB or mid-market preferred)
• Experience with the MEDDPICC framework
• Experience closing high volume deals with an average deal size of $5k-$10K ACV
• Experience with CRM tools (e.g., Salesforce) is a plus
• Experience with RFP processes

Knowledge, Ability & Skills

• Skilled at presenting self-run demos.
• Proven track record of meeting or exceeding quotas
• Strong communication, negotiation, and presentation skills
• Ability to thrive in a fast-paced, high-growth environment