Sales Director OverviewAs one of Responsiv's first Enterprise Sales hires, you are responsible for driving net new enterprise logos through direct selling relationships, as well as co-selling with partners when appropriate. You will become an expert in the regulated industries where legal, compliance and regulatory workflows are a requirement.
Build pipeline based around our prioritized accounts and move clients through the funnel.You will be assigned named accounts and expected to build strong relationships at a true executive level to drive the strategy in target organizations. Your ability to navigate and build relationships in these departments will be crucial: legal, compliance, regulatory controls, and IT/information security teams. You will be expected to actively understand each company's business, technology footprint and AI priorities.
Have an excellent understanding of Compliance and how Responsiv fits in.You are an expert on the industry and our product. Learn and understand the value proposition that Responsiv offers and help corporations translate that value in their legal and compliance programs. Using that knowledge, you will need to know how our platform competes in the market and differentiates us from our direct competitors, as well as our indirect competitors.
Manage the sales process driving opportunities to a close.You have a deep network at Financial Institutions. You will manage a lead to an opportunity and can own each step of the selling process, especially in intricate, detail-oriented phases such as robust RFPs and proof-of-concepts (POCs). You have the awareness and keen ability to draw your opportunities to a close through situational selling that will shape your prospects' mindset towards Responsiv.
Know how to sell our vision and roadmap.Responsiv is a strong platform that has enabled us to have an incredibly strong offering out of the gate. We also have a compelling vision and roadmap to execute on that vision. Our customers are buying into that future as much as the current product, so you have a clear understanding of how we are going to continue to create value in our market.
Operate well in a fast-paced environment.Build competence in our industry and product. You will have high expectations for our team and of yourself as we expect to get work done with quality and speed. You will own the SLAs to respond quickly to prospect and customer questions, as well as internal colleagues. Your ability to adapt, shift and change quickly as the environment changes will give you an edge in your selling position as we are learning frequently and inserting improvements into our business and processes.
Qualifications- Minimum 5 years of quota-carrying experience in new business development for an enterprise software organization
- Minimum 5 years in complex selling environment requiring multi-level, multi-threaded relationships, ideally in Financial Services and other regulated industries
- Demonstrated, referenceable success in past positions where closing multiple large transactions ($100k+ per year) and owning lengthy sales campaigns in a fast-paced, consultative and competitive market
- Record of success in generating net new business with consistent overachievement of annual sales goals in logos and ARR
