Account Development Representative

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

Responsive is seeking an Outbound Account Development Representative (ADR) to join our high-performing Business Development organization. This is a quota-carrying, outbound role on a tenured team that has consistently hit its number.

In this role, you will focus on expansion and upsell within an existing book of business, working in a paired model with a Client Sales Manager. You’ll engage mid-market, major, and enterprise customers to identify new use cases, surface expansion opportunities, and introduce new Responsive capabilities—including AI Agents and Generative AI features—that help customers drive more value from the platform.

This role is ideal for a self-starter with a competitive mindset, strong outbound skills, and a desire to grow a career in B2B SaaS sales while learning how to sell into complex enterprise environments.

This is a remote role, with priority given to candidates located in Texas, Kansas, or Oregon.

Qualifications

  • 1–2 years of experience in B2B SaaS sales, account development, sales development, or a similar customer‑facing role
  • Proven success in a high‑volume outbound sales environment
  • Competitive, goal‑oriented mindset with a strong desire for career growth
  • Highly organized, proactive, and comfortable managing multiple priorities
  • Ability to thrive in a fast‑paced, collaborative, and metrics‑driven environment
  • Bachelor’s degree preferred

Knowledge & Skills

  • Fluency with Salesforce and Outreach as core sales tools
  • Experience with or exposure to Sales Navigator and/or ZoomInfo; familiarity with Gainsight is a plus
  • Comfort selling to mid‑market, major, and enterprise accounts
  • Interest in and curiosity about AI and Generative AI, and how these technologies can drive customer value
  • Strong written and verbal communication skills

Essential Functions

  • Own outbound prospecting and expansion efforts across an assigned book of current Responsive customers
  • Partner closely with a Client Sales Manager to identify, qualify, and advance upsell and cross‑sell opportunities
  • Execute high‑quality outbound outreach via phone, email, LinkedIn, and sales engagement tools
  • Proactively introduce customers to new Responsive features, including AI‑powered and GenAI capabilities
  • Conduct discovery and qualification conversations to understand customer goals, challenges, and growth opportunities
  • Research accounts to understand organizational structure, buying centers, and expansion potential
  • Maintain accurate activity, pipeline, and opportunity data in Salesforce
  • Use Outreach to manage sequences, track engagement, and optimize outbound performance
  • Leverage tools such as Sales Navigator, ZoomInfo, and Gainsight (where applicable) to support account research and customer engagement
  • Collaborate cross‑functionally with Sales, Customer Success, Marketing, and other ADRs to drive coordinated account strategies
  • Consistently meet or exceed monthly and quarterly activity and pipeline targets

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. For this position, the OTE (on target earnings) salary range is $70,000-83,000K. Our recruiting team will provide details on the applicable range 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. This role is remote first and candidates in Kansas, Dallas, Portland, OR or Seattle, WA will be given priority.

In addition to a competitive compensation package, Responsive also offers the following benefits:

📈 401k with company matching

📚 Unlimited professional development and ongoing learning through LinkedIn Learning Solutions

🏝 4 weeks of paid vacation, paid sick days, dedicated paid COVID days, and paid bereavement

✈ 4 week sabbatical after 5 years of service

🍀 Mental Wellness Program (EAP) to support your well-being and self-care

🍹 Team events, such as happy hours, off-sites, and team building events

❤️ Best-in-class health benefits, company paid for employee and company contribution for family coverage

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!