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For Companies At a Glance
- Tasks: Manage relationships with top global clients and drive revenue growth through strategic account management.
- Company: Join a leading global software company revolutionising response management with AI technology.
- Benefits: Competitive salary, travel opportunities, and a chance to influence product development.
- Why this job: Make a real impact on client success while shaping the future of innovative software solutions.
- Qualifications: 10+ years in SaaS sales with enterprise accounts and strong communication skills.
- Other info: Dynamic role with excellent career advancement opportunities in a fast-paced environment.
The predicted salary is between 48000 - 84000 £ per year.
Responsive is a global leader in strategic response management software. The AI-powered Responsive Platform is purpose-built to manage responses at scale, enabling organizations to accelerate growth, mitigate risk and improve employee experiences. Nearly 2,000 customers have standardized on Responsive to respond to RFPs, RFIs, DDQs, ESGs, security questionnaires, ad hoc information requests and more.
About The Role
The Account Director is a quota-bearing role responsible for managing relationships with top global clients. The Account Director will own and orchestrate all cross-selling and upselling revenue opportunities within the book of business, collaborating with internal teams (including professional services, solutions consulting, account development, and customer success) to optimize opportunities. The role requires a strategic mindset, exceptional communication skills, and a deep understanding of complex account management principles. This position is a hunter-type role, establishing and maintaining strategic and executive-level relationships with top customers directly, as well as working with the wider Responsive sales team and internal entities.
As a member of this rapidly growing team, the Account Director will directly impact Responsive’s go-to-market strategy and provide customer feedback that will influence the development and improvement of the company’s software and platform.
Essential Functions
- Achieve or exceed monthly revenue targets
- Cultivate and maintain relationships with key stakeholders within Enterprise customers (on average 25,000+ employees)
- Understand clients’ business objectives, challenges, and needs, and align Responsive’s solutions to address them effectively
- Drive revenue growth by identifying upsell and cross-sell opportunities within assigned accounts
- Collaborate with internal teams to ensure the delivery of exceptional service
- Develop and execute account plans, including strategic account reviews and performance evaluations
- Monitor market trends, competitor activities, and industry developments to identify risks and opportunities within accounts
- Negotiate contracts, pricing, and terms to maximize value and profitability
- Adhere to MEDDPICC sales methodology
- Visit customers on-site as needed
- Provide senior management with accurate forecasts and risk analysis for assigned accounts
- Proactively uncover potential sales opportunities through outbound activities and referrals
- Drive product adoption by presenting value-added services
- Work with Customer Success to increase and ensure key customer retention
Other Duties
- Remain current on competitive products, RFP processes and account objectives
- Proactively uncover sales opportunities through outbound calling and referrals
- Drive new product adoption by presenting value-added services
- Collaborate with Customer Success to maintain retention
- Other duties as assigned
Qualifications
- Bachelor's degree in Business Administration, Marketing, or a related field; MBA preferred
- Minimum of 10 years experience in SAAS sales with strategic enterprise accounts
- Proven track record of managing large enterprise accounts (3000 seats and above) and driving revenue growth
- Strong business acumen and ability to solve complex business challenges
- Excellent communication, negotiation, and presentation skills
- Ability to build rapport and trust with clients at all levels
- Highly organized with the ability to manage multiple priorities in a fast-paced environment
- Willingness to travel domestically and internationally as required
- Experience responding to RFx or proposal management is a plus
- Ability to work on multiple projects with minimal supervision
- B2B sales methodology, MEDDPICC preferred
- Experience managing a global account base
- Capable of presenting to large groups
- Strong work ethic and ability to drive sales independently
Additional Information
- Seniority level: Mid-Senior level
- Employment type: Full-time
- Job function: Sales and Business Development
- Industries: Software Development
Account Director- Europe employer: Responsive
Contact Detail:
Responsive Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Account Director- Europe
✨Tip Number 1
Network like a pro! Get out there and connect with industry folks on LinkedIn or at events. Building relationships can open doors that a CV just can't.
✨Tip Number 2
Research the company inside out. Know their products, culture, and recent news. This will help you tailor your conversations and show you're genuinely interested in what they do.
✨Tip Number 3
Practice your pitch! Be ready to talk about your experience and how it aligns with the role. Highlight your successes in managing large accounts and driving revenue growth.
✨Tip Number 4
Apply through our website! It’s the best way to ensure your application gets seen. Plus, we love seeing candidates who take that extra step to engage with us directly.
We think you need these skills to ace Account Director- Europe
Some tips for your application 🫡
Tailor Your CV: Make sure your CV speaks directly to the role of Account Director. Highlight your experience with strategic enterprise accounts and any relevant achievements that showcase your ability to drive revenue growth.
Craft a Compelling Cover Letter: Your cover letter is your chance to shine! Use it to tell us why you're the perfect fit for this role. Mention specific examples of how you've managed large accounts and collaborated with internal teams to achieve success.
Showcase Your Communication Skills: As an Account Director, communication is key. In your application, demonstrate your exceptional communication skills by being clear and concise. Use professional language but keep it friendly and engaging!
Apply Through Our Website: We encourage you to apply through our website for the best chance of getting noticed. It helps us keep track of applications and ensures you’re considered for the role in a timely manner!
How to prepare for a job interview at Responsive
✨Know Your Numbers
As an Account Director, you'll need to demonstrate your ability to drive revenue growth. Be prepared to discuss specific metrics from your previous roles, such as how you exceeded sales targets or successfully managed large enterprise accounts. This shows you understand the importance of numbers in this role.
✨Understand Their Business
Research Responsive and its clients thoroughly before the interview. Understand their business objectives, challenges, and how their software solutions can address these needs. This will help you align your experience with their goals and show that you're genuinely interested in contributing to their success.
✨Showcase Your Strategic Mindset
Prepare examples that highlight your strategic thinking and account management skills. Discuss how you've developed and executed account plans in the past, and how you’ve identified upsell and cross-sell opportunities. This will demonstrate your capability to think critically and act strategically in a hunter-type role.
✨Master the MEDDPICC Methodology
Since the job description mentions the MEDDPICC sales methodology, make sure you’re familiar with it. Be ready to explain how you've applied this methodology in your previous roles to manage complex sales processes. This will show that you can hit the ground running and adapt to their sales approach.
