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Responsiv is an AI-enabled legal research platform designed for in-house attorneys.
The Role
Lead enterprise new-business sales for a regulatory compliance SaaS, build executive relationships in legal/compliance/IT, manage full sales cycle (RFPs, POCs), target Financial Services and regulated industries, and meet/overachieve ARR and logo growth goals while articulating product value and roadmap.
Summary Generated by Built In
Responsiv Overview
Responsiv is a regulatory change management platform that tells you when your regulatory posture is out of date. Responsiv analyzes new regulations and notifies you when there’s been an important new rule that you should be aware of. It then takes that regulation and performs a gap analysis on your existing controls, policies, and procedures, suggesting necessary changes. Responsiv addresses the challenge of staying compliant in an increasingly complex and fast-evolving regulatory landscape allowing you to:
- Track your regulatory obligations: Continuously monitor which laws and regulations apply to your organization, ensuring you remain compliant with every requirement.
- Ensure your controls and policies are always up to date: with ongoing gap analyses
- Update your controls and policies with new regulations immediately: by automatically drafting compliance updates based on the latest regulatory guidelines
- Get back to the business faster: by understanding the regulatory context behind a specific situation that may not be covered in existing policies
Backed by Greylock and OnDean Forward (Andrew Sieja, the founder of Relativity).
Sales Director Overview
As one of Responsiv’s first Enterprise Sales hires, 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, you will need to know how our platform competes in the market and differentiates us from our direct competitors, as well as our indirect competitors.
Manage the sales process driving opportunities to a close.
You have a deep network at Financial Institutions. 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.
Responsiv is a strong platform that has enabled us to have an incredibly strong offering out of the gate. We also have a compelling vision and roadmap to execute on that vision. Our customers are buying into that future as much as the current product, so you have a clear understanding of how we are going to continue to create value in our market.
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 as we are learning frequently and inserting improvements into our business and processes.
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 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
At Responsiv, our core values are not just words on a page; they are the guiding principles that shape our culture, define our actions, and propel us towards our vision.
- Advocate like you're right. Listen like you're wrong. We communicate ideas with both passion and humility. We are all responsible for innovation and believe that ideas can come from anyone.
- 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. Give meaning to the hard work by recognizing the moments, milestones, stories and people in our joint success.
Skills Required
- Minimum 5 years quota-carrying experience in new business development for an enterprise software organization
- Minimum 5 years in complex selling environments requiring multi-level, multi-threaded relationships
- Experience in Financial Services or other regulated industries (ideally)
- Demonstrated, referenceable success closing multiple large transactions ($100k+ per year)
- Track record of generating net new business and consistently overachieving annual sales goals (logos and ARR)
- Experience managing lengthy sales campaigns including RFPs and proof-of-concepts (POCs)
- Deep network at Financial Institutions
- Ability to build executive-level relationships across legal, compliance, regulatory controls, and IT/information security teams
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The Company
What We Do
Responsiv is the AI Assistant that answers legal questions for in-house attorneys. Use natural language to describe what you are looking for and get a specific, direct answer you can trust backed by verifiable references.
Why Work With Us
We’re building a team that cares about the products it builds. We strive for quality, measure success, and prioritize speed while recognizing the moments, milestones, stories, and people in our joint success.
