Overlay Account Executive

If you have a track record of success in quota-bearing sales roles 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 sales team.

About the Role:

As a Sales Overlay Account Executive, you will play a crucial role in driving revenue growth and expanding our market presence for Responsive’s Security Profiles and Proposal Builder product lines. In this position, you will work closely with our existing account executives and account managers, focusing on identifying and closing new business opportunities within customer and prospect accounts. This role is designed for a strategic thinker with a proven track record of sales success and the ability to navigate complex sales cycles.

Essential Functions:

• Work collaboratively with account executives and account managers to identify and target key accounts for new business, upsell and cross-sell opportunities for Security Profiles and Proposal Builder product lines.
• Conduct thorough research and discovery to understand client needs, challenges, and industry trends
• Create and execute effective sales strategies to drive revenue growth within the assigned product portfolio.
• Act as a trusted advisor to prospects, customers and internal teams within the scope of the assigned product portfolio
• Deliver compelling sales presentations that highlight the value proposition of the products in your assigned product portfolio.
• Develop and manage a sales forecast & pipeline for your assigned product portfolio, with the goal to exceed quarterly and annual quotas
• Actively manage daily responsibilities including, but not limited to client development, scheduling appointments, sales presentations, and proposal management

Other Duties:

• Achieve sales targets and outcomes consistently and on time
• 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
• Introduce closed deals to Customer Success Team
• Attend and participate in regular team strategy, forecasting, and training meetings
• Other duties as assigned

Experience:

• 5-10 years B2B software sales experience, preferably some experience in Sales Overlay role
• Able to consistently achieve sales quotas
• 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 & Skills:

• Self-motivated and adaptable
• Strong time management skills
• Excellent oral and written communication skills.
• Experience working in Security/Profiles space in companies like Whistic, OneTrust is a plus
• Demonstrated competencies in Salesforce.com, Microsoft Office, and web demonstration/ conference platforms
• Skilled at presenting self-run demos
• Proven success adhering to a sales methodology, MEDDPICC preferred
• Excellent communication and presentation skills, with the ability to articulate complex solutions to both technical and non-technical audiences.

Responsive is committed to building and fostering a diverse and inclusive culture that we can all be proud of. We encourage people of all cultures, ethnicities, ages, backgrounds, races, national origins, genders, sexual orientations, religions, and abilities to apply for our open positions. If you are also committed to this kind of culture and see yourself joining our team, please apply - we look forward to learning more about you!