Note: The job is a remote job and is open to candidates in USA. Responsive, formerly RFPIO, is a leader in Strategic Response Management SaaS solutions, serving over 2,000 customers including major companies like Google and Microsoft. The Account Development Representative (ADR) will focus on expanding relationships within customer accounts, generating pipeline opportunities through outreach, and collaborating with Client Sales Executives to drive account expansion.
Responsibilities
- Identify and map whitespace opportunities within existing enterprise accounts, including subsidiaries, business units, and global regions
- Prospect into existing customers to expand relationships and generate pipeline aligned to account plans
- Develop and execute multi-threaded outreach strategies across complex organizations
- Build deep understanding of customer organizational structures (parent/child entities, acquisitions, divisions)
- Partner with Client Sales Executives to prioritize high-value expansion pathways across the company ecosystem
- Engage new stakeholders across functions to drive adoption
- Work in a POD to co-own account plans and expansion targets
- Collaborate to identify, qualify, and advance expansion opportunities within key accounts
- Provide insights on account trends, buying signals, and organizational changes
- Articulate the full value of Responsive’s platform by aligning solutions to customer business challenges and growth initiatives
- Lead with business outcomes vs. product features, tailoring messaging to executive and functional stakeholders
- Build and maintain a high-quality expansion pipeline within assigned strategic accounts
- Execute structured prospecting plans and continuously refine based on performance and insights
- Leverage tools (Salesforce, Outreach, Zoominfo, Qualify,Centralize, Gainsight) to drive efficiency and scale
Skills
- 1+ years of SDR, BDR, or outbound enterprise sales experience
- Proven ability to navigate complex organizations and engage multiple stakeholders
- Strong understanding of account-based selling (ABS) or account-based marketing (ABM) principles
- Proven ability to generate pipeline through outbound prospecting
- Familiarity with GTM tools such as Salesforce, Outreach, Sales Navigator, or similar
- Familiarity with MEDDPICC
- 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
Company Overview
- Responsive (formerly RFPIO) is the leader in response management software, transforming how organizations share and exchange information. It was founded in 2016, and is headquartered in Beaverton, Oregon, USA, with a workforce of 501-1000 employees. Its website is https://www.responsive.io/.