Team Lead - Sales Development, EU

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.

About the Role

If you want to develop your career in B2B SaaS sales and thrive off of a fast-paced, collaborative culture where you can impact, you may be a fit for this position within the Responsive team. Responsive is the leading Strategic Response Management platform in 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!

As a Sales Development Rep team lead you are in a player/coach's role. The mission is to support the development and growth of the SDR function while contributing to the team. If you are driven by achieving individual targets but interested in a sales leadership role as a career path, this is a great opportunity to test out.

Responsive’s sales team is a revenue-driving team in a high-growth SaaS company. An effective Team Lead 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, execute processes seamlessly, and keep up to date on winning SDR strategies to coach the team on.

Knowledge & Skills

• Familiarity with sales technology including Salesforce CRM, Outreach, LISN, Zoominfo, 6Sense, and Demodesk
• Comfortable with monthly performance metrics and KPIs such as quotas
• Experience with prospecting and navigating into accounts
• Experience with account research and developing personalized outreach is a plus!
• Willing to receive feedback and coaching to improve knowledge, skills, and abilities

Qualifications

• Bachelor’s degree in Business, Finance or Operations is a plus
• Proven track record in enterprise business development
• Experience in B2B sales preferred
• 1+ year experience as a Lead or Senior SDR (B2B SaaS)

Essential Functions

• Generate qualified opportunities at target accounts with outbound prospecting (100%)
• Develop/Find prospects at accounts that are part of the buying team or have influence within an account
• Daily prospecting activities which include but are not limited to researching, cold calling, emails, and social outreach.
• Develop personalized messaging through account, prospect research, and intent signals.
• Multi-thread to key decision-makers
• Work closely with Account Executives in a POD environment
• Conduct qualification and/or discovery calls
• Work with the SDR team to provide them with support, coaching, and training
• Execute processes seamlessly and be a role model for the team
• Encouraging creativity and strategic thinking when it comes to outbound prospecting campaigns (emails, cold calls, LinkedIn selling, video-mails, events) to generate opportunities on well-identified target markets
• Share ideas and best practices with the team to contribute to growth
• Help SDRs identify key decision-makers in target accounts
• Meet activity metrics of 40 calls, 40 quality emails and 16 LinkedIn per day
• Meet or exceed SQO quota defined by management
• Support the development of new and existing SDRs
• Any other duties as assigned to help increase the overall growth of the team

Other Duties

• Achieve activity metrics and sales-qualified opportunity goals
• Develop market penetration strategy with Account Executives
• Share market feedback with Account Executives and Sales Development teams
• Other duties as assigned

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. Our recruiting team will provide details on the applicable range as well as other benefits 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. For this remote role, candidates must be located in Ireland or the United Kingdom.

Our Values:

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!