Sales Development Representative (Major)

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. 

Responsive is the leading Strategic Response Management platform on the market. Voted best in class by G2, Software Advice, and rated a top place to work on Glassdoor, working at Responsive is rewarding, challenging, and fun!

The Sales Development Representative (SDR) team is the primary driver of new business opportunities at Responsive. Each SDR plays a key role in the lead-to-pipeline process through outbound opportunity generation and inbound lead qualification. The primary focus of an SDR is to introduce qualified prospects to their Account Executive counterparts. Responsive’s sales team is a revenue-driving team in a high-growth SaaS company. An effective SDR 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 sales development team, you will leverage messaging and collateral, conduct research, and perform multi-channel outreach activities to nurture and qualify leads that will convert to opportunities, and ultimately new customers. SDRs should be comfortable communicating across a variety of channels including email, phone, and social media.

Essential Functions

  • Generate qualified pipeline within target enterprise and major accounts
  • Execute outbound prospecting across email, phone, and social channels
  • Partner with Account Executives to map accounts and prioritize outreach strategies
  • Conduct discovery conversations to identify pain, fit, and opportunity value
  • Convert inbound and outbound leads into high-quality meetings
  • Leverage tools such as Salesforce, Outreach, ZoomInfo, and 6sense to drive efficient prospecting
  • Continuously test and refine messaging based on performance and market feedbackMaintain accurate activity tracking and pipeline visibility

Knowledge & Skills

  • Consistently meet or exceed pipeline generation targets
  • High conversion rates from outreach → meeting → qualified opportunity
  • Ability to break into net-new enterprise accounts
  • Strong discovery leading to well-qualified opportunities for Account Executives
  • Continuous improvement in targeting, messaging, and execution

Qualifications

  • 1–3+ years of SDR, BDR, or outbound sales experience
  • Proven ability to generate pipeline through outbound prospecting
  • 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