[Hiring] Sales Director @Responsiv

Role Description

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, know how our platform competes in the market and differentiates us from our direct and indirect competitors.
• Manage the sales process driving opportunities to a close.
• You have a deep network in Insurance.
• 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.
• 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.

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 Insurance, Health, 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.

Requirements

• Advocate like you're right. Listen like you're wrong.
• Practice extreme ownership: With ownership comes accountability. Deliver on your commitments and take individual responsibility for the team’s successes and failures.
• Measure success: Having clarity on what success looks like is critical to its achievement. Make sure the measurements are meaningful.
• Make an impact: Iterate quickly. Speed over perfection. Results over activity.
• Do more with less: We value efficiency and resourcefulness. Quality is not dictated by the quantity of resources, but how effectively they are used.
• Celebrate the wins. Acknowledge the losses: Both are important signals to help us steer the ship.