Principal - Solutions Consulting

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Responsive, formerly RFPIO, is the market leader in an emerging new category of SaaS solutions called Strategic Response Management. Responsive customers including Google, Microsoft, Blackrock, T.Rowe Price, Adobe, Amazon, Visa and Zoom, are using Responsive to manage business critical responses to RFPs, RFIs, RFQs, security questionnaires, due diligence questionnaires and other requests for information. Responsive has recently launched Agentic AI as part of its Strategic Response Management platform, transforming how organizations automate and optimize their response processes.

Responsive has nearly 2,000 customers of all sizes and has been voted "best in class" by G2 for 13 quarters straight. It also has more than 35% of the cloud SaaS leaders as customers, as well as more than 15 of the Fortune 100. Customers have used Responsive to close more than $300B in transactions to-date.

As the competitive landscape evolves and AI becomes central to our customers’ expectations, we’re looking for a Principal, Solutions Consulting to drive pre-sales excellence, raise our technical game, and help scale a team equipped to win in an AI-first world.

This player-coach role will be instrumental in shaping how we engage prospects, position the value of our platform, and integrate next-gen technologies like agentic AI into the customer buying experience. You’ll combine deep technical acumen, storytelling expertise, and leadership skill to coach a high-performing team of Solution Consultants — while also directly engaging in high-value opportunities.

Coach and Lead

Serve as a player-coach, balancing direct client engagement with team leadership.

Coach Solution Consultants across segments on deal strategy, technical storytelling, and AI-powered differentiation.

Build technical and consultative muscle across the team — with a focus on business impact, not just product knowledge.

Help onboard and continuously develop talent to support Responsive’s rapid scale.

Drive Strategic Sales

Partner closely with Account Executives to win new business and drive expansion revenue through discovery, solution design, demos, and Proofs of Concept (PoCs).

Articulate the value of Responsive’s platform — especially around AI capabilities, automation, and agentic workflows — to technical and business audiences.

Drive engagement strategies in competitive deals and high-stakes enterprise sales cycles.

Level Up How We Connect Value to Customers

Shape our regional playbook and evolve the Solutions Consulting operating model for efficiency, consistency, and scale.

Collaborate cross-functionally with Product, Engineering, and Marketing to influence roadmap priorities and messaging.

Feed voice of customer and market insights back into product development, ensuring we're always aligned with evolving enterprise needs and buyer expectations.

Operational Excellence

Ensure timely and high-quality responses to RFIs, RFPs, and security questionnaires.

Track key pre-sales performance metrics to optimize team execution and improve conversion rates.

Actively participate in process improvements, tool selection, and the refinement of pre-sales systems and methodologies.

Required

7+ years in Solutions Consulting / Pre-Sales roles, including 2+ years in a team leadership or player-coach capacity.

Demonstrated ability to build and scale consultative pre-sales teams in fast-growing SaaS environments.

Proven track record in delivering strategic demos and technical value stories tailored to enterprise buyers.

Fluency in AI-powered software solutions, with a strong understanding of how AI can be leveraged in sales, operations, or knowledge workflows.

Strong storytelling skills — able to make complex ideas accessible and compelling to technical and non-technical stakeholders.

Experience influencing product strategy through customer feedback and field insights.

Excellent communication, collaboration, and stakeholder management skills.

Bachelor's degree in a technical or quantitative field (e.g., Computer Science, Engineering, Information Systems).

Preferred

Experience with agentic AI,…