Account Development Representative
Job in
Coos Bay, Coos County, Oregon, 97458, USA
Listed on 2026-06-02
Listing for:
Responsive
Full Time
position Listed on 2026-06-02
Job specializations:
-
Sales
Sales Development Rep/SDR, Business Development, B2B Sales, Sales Representative -
Business
Business Development
Job Description & How to Apply Below
About Responsive
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.
To learn more, visit responsive.io.
About the Role
If you are looking to develop your career in B2B SaaS sales and thrive off of a fast-paced, collaborative culture where you can make an impact, you may be a fit for this position within the Responsive team.
As a Strategic, Sr. ADR, you will focus on expanding relationships across the customer "family tree"-identifying new business units, subsidiaries, and stakeholders to unlock incremental revenue. You will partner closely with Global Account Managers (GAMs) to execute account expansion strategies, build pipeline, and deepen customer penetration.
Unlike traditional outbound roles, this position operates at the intersection of account strategy, stakeholder mapping, and revenue expansion, requiring a consultative and highly analytical approach
The Account Development Representative (ADR) team is the primary driver of Client Sales opportunities ough outbound opportunity generation and inbound lead qualification, each ADR plays a key role in the lead-to-pipeline process. The primary focus of an ADR is to drive account expansion and upgrade opportunities to GAMs.
Responsive's sales team is a revenue-driving team in a high-growth SaaS company. An effective ADR 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 account development team you will leverage messaging and collateral, conduct research, and perform outreach activities to nurture and qualify leads that will convert to opportunities, and ultimately new customers.
ADRs should be comfortable communicating across a variety of channels including email, phone, and social media.
Essential Functions
Strategic Account Expansion
- 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 GAMs to prioritize high-value expansion pathways across the company ecosystem
- Engage new stakeholders across functions to drive adoption
- Act as a strategic extension of Global Account Managers 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
Knowledge & Skills
- Consistently meet or exceed pipeline generation targets
- Execute structured prospecting plans and continuously refine based on performance and insights
- Ability to break into net-new enterprise accounts
- Strong discovery leading to well-qualified opportunities for Account Executives or Account Managers
- Continuous improvement in targeting, messaging, and execution
- Curiosity and analytical mindset to understand org structures, market dynamics, and buying signals
- Curiosity and analytical mindset to understand org structures, market dynamics, and buying signals
Qualifications
- 1-3+ 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…
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