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About Responsive
Responsive, formerly RFPIO, is the market leader in a growing category of SaaS solutions called Strategic Response Management. More than 2,000 customers, including Google, Microsoft, Blackrock, T.Rowe Price, Adobe, Amazon, Visa and Zoom, are using the Responsive platform to manage business critical responses -including bids, questionnaires, assessments, and trust centers - that impact nearly half of a company's revenue. More than 35% of cloud SaaS leaders and more than 20 of the Fortune 100 standardize on Responsive, and the company has been voted "best in class" by G2 for 24 quarters straight. Customers have used Responsive to close more than $750B in transactions to-date. To learn more, visit responsive.io.
About the Role
If you are looking to develop your career in B2B SaaS sales and thrive off of a fast-paced, collaborative culture where you can make an impact, you may be a fit for this position within the Responsive team.
As an ADR, you will focus on expanding relationships across the customer accounts. In this role, you'll be the front line of engagement with prospective customers. Your job is to create pipeline opportunities by conducting high-quality outbound outreach via calls, emails, social media, and other channels. You'll research target accounts, craft compelling messages, and initiate conversations that spark interest and set up our Client Sales Executives for success.
This is a high-impact role where curiosity, grit, hunter mentality, and a passion for sales will drive your success.
Unlike traditional outbound roles, this position operates at the intersection of account strategy, stakeholder mapping, and revenue expansion, requiring a consultative and highly analytical approach
The Account Development Representative (ADR) team is the primary driver of Client Sales opportunities at Responsive. Through outbound opportunity generation and inbound lead qualification, each ADR plays a key role in the lead-to-pipeline process. The primary focus of an ADR is to drive account expansion and upgrade opportunities.
Responsive's sales team is a revenue-driving team in a high-growth SaaS company. An effective ADR will understand the company's vision, goals, and strategy. You will maintain up to date knowledge of the Response Management market. As a part of the account development team you will leverage messaging and collateral, conduct research, and perform outreach activities to nurture and qualify leads that will convert to opportunities, and ultimately new customers. ADRs should be comfortable communicating across a variety of channels including email, phone, and social media.
Essential Functions
Account Expansion

• Identify and map whitespace opportunities within existing enterprise accounts, including subsidiaries, business units, and global regions
• Prospect into existing customers to expand relationships and generate pipeline aligned to account plans
• Develop and execute multi-threaded outreach strategies across complex organizations

Family Tree Selling

• Build deep understanding of customer organizational structures (parent/child entities, acquisitions, divisions)
• Partner with Client Sales Executives to prioritize high-value expansion pathways across the company ecosystem
• Engage new stakeholders across functions to drive adoption

Client Sales Executive POD & Account Strategy

• Work in a POD to co-own account plans and expansion targets
• Collaborate to identify, qualify, and advance expansion opportunities within key accounts
• Provide insights on account trends, buying signals, and organizational changes

Value-Based Engagement

• Articulate the full value of Responsive's platform by aligning solutions to customer business challenges and growth initiatives
• Lead with business outcomes vs. product features, tailoring messaging to executive and functional stakeholders

Pipeline Creation & Execution

• Build and maintain a high-quality expansion pipeline within assigned strategic accounts
• Execute structured prospecting plans and continuously refine based on performance and insights
• Leverage tools (Salesforce, Outreach, Zoominfo, Qualify,Centralize, Gainsight) to drive efficiency and scale

Knowledge & Skills

• Consistently meet or exceed pipeline generation targets
• Execute structured prospecting plans and continuously refine based on performance and insights
• Ability to break into net-new mid-market and enterprise accounts
• Strong discovery leading to well-qualified opportunities for Account Executives or Account Managers
• Continuous improvement in targeting, messaging, and execution
• Curiosity and analytical mindset to understand org structures, market dynamics, and buying signals
• Curiosity and analytical mindset to understand org structures, market dynamics, and buying signals

Qualifications

• 1+ years of SDR, BDR, or outbound enterprise sales experience
• Proven ability to navigate complex organizations and engage multiple stakeholders
• Strong understanding of account-based selling (ABS) or account-based marketing (ABM) principles
• Proven ability to generate pipeline through outbound prospecting
• Familiarity with GTM tools such as Salesforce, Outreach, Sales Navigator, or similar
• Familiarity with MEDDPICC
• Strong written and verbal communication skills
• Ability to research accounts and personalize outreach effectively
• Comfort operating in a metrics-driven environment
• Coachability and a growth mindset

Additional Information
Responsive uses a market-based compensation philosophy. A candidate's starting base salary will be determined by the specific responsibilities of the role, as well as job-related skills, experience, qualifications, location, and current market trends. The compensation range for this role is $65,000 - $75,000 On-Target Earnings (base + commissions), depending on experience and location. Our recruiting team will provide details on the applicable range as well as other benefits based on your location during the hiring process.
Responsive embraces a global flexible workforce model with offices in Dallas, TX, Kansas City, MO, Coimbatore, India and Dublin, Ireland. For this role, candidates must be located in Dallas, TX. Relocation and visa support is not available for this position.
Our Values:
Delight customers
We're lucky to partner with the world's biggest brands and best customers. They all play an integral role in mapping our future. When it comes to listening and solving their biggest challenges, we're Responsive.
Be agile & nimble
At Responsive, our people, products and processes are constantly evolving. Our simple formula is to be agile and nimble. We're not afraid to try something new or pivot when we see a better solution.
Get it done
Whether it's adding a new feature, onboarding a new customer, or crafting a solution that adds extra value - we're all motivated to get it done. GID is one of our core tenets and impacts everything we do.
Give back time
Efficiency is central to our company spirit, because finding ways to focus on what's most important is essential to our innovation. We also truly care about what really matters to our customers and teams.
S4
We have a simple saying, "If you see something, you say something (S4)." At Responsive, we celebrate people who are critical, thoughtful thinkers who just want to make things better. Here, your input matters.
At Responsive, our values are the foundation of who we are-and we're equally committed to cultivating a diverse and inclusive culture that reflects and respects the richness of our global community. We welcome individuals of all backgrounds, including different cultures, ethnicities, ages, races, national origins, genders, sexual orientations, religions, and abilities, to apply for our open roles. If you share our commitment to an inclusive workplace and believe you'd thrive on our team, we'd love to hear from you!