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Location: Australia, Australian Capital Territory, AU
Company: 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
We are seeking a dynamic and results-driven Regional Sales Manager to lead and grow our field sales efforts in the ANZ region. As a front-line sales leader, you’ll initially operate as an individual contributor, with the goal of building and managing a high-performing team of 2–3 Field Account Executives in the future. This team will be responsible for driving adoption of the Responsive platform across small, mid-sized, and enterprise customers.
This role offers the unique opportunity to directly influence strategy, process, and execution in a rapidly evolving market, reporting to the APAC Sales Director.
Essential Functions
Drive individual sales performance for the first two quarters while preparing to build your team.
Conduct regular forecast, pipeline, and performance reviews with direct reports.
Provide hands-on coaching and mentorship to ensure consistent execution of Responsive sales methodologies.
Develop and implement sales strategies aligned with shifting market demands.
Partner with SDR leadership to continuously refine discovery and qualification processes.
Collaborate cross-functionally with internal teams (Product, Marketing, Customer Success) to ensure a seamless customer experience.
Act as a strategic advisor to customers and prospects throughout the sales cycle.
Provide detailed reporting on sales activity, pipeline health, and forecast accuracy.
Lead customer and prospect meetings, both independently and alongside AEs.
Manage recruiting efforts in collaboration with HR to build a best-in-class sales team.
Facilitate onboarding and ongoing training for new sales hires.
Ensure team quota attainment and overall sales performance post team build-out.
Experience
8–10+ years of B2B software sales experience (SaaS strongly preferred), with a minimum of 2 years in a sales leadership role.
Proven track record of meeting or exceeding individual and team quotas.
Experience managing and mentoring high-performing sales teams.
Prior involvement in trial, proof of concept (POC), or proof of value (POV) sales processes.
Experience selling to SMB, mid-market, and enterprise-level customers.
Strong understanding of sales planning, forecasting, and pipeline management.
Familiarity with structured, repeatable sales methodologies.
Knowledge & Skills
Strong leadership and coaching abilities.
Excellent communication, presentation, and interpersonal skills.
Highly organized and detail-oriented with the ability to manage multiple priorities.
Driven, resourceful, and results-focused.
Collaborative and open to feedback with a growth mindset.
High level of integrity and professionalism.
Passion for helping others succeed and grow.
Comfortable operating in a fast-paced, dynamic environment.
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. For this position, the base salary range is $140,000–$150,000 AUD. Our recruiting team will provide details on the applicable range based on your location during the hiring process. Please note that this range covers base salary only and does not include bonuses, equity, or benefits.
Responsive embraces a global flexible workforce model with offices in Dallas, TX, Kansas City, MO, Coimbatore, India and Dublin, Ireland.
In addition to a competitive compensation package, Responsive also offers the following benefits:
401k with company matching
Unlimited professional development and ongoing learning through LinkedIn Learning Solutions
4 weeks of paid vacation, paid sick days, dedicated paid COVID days, and paid bereavement
4 week sabbatical after 5 years of service
Mental Wellness Program (EAP) to support your well-being and self-care
Team events, such as happy hours, off-sites, and team building events
️ Best-in-class health benefits, company paid for employee and company contribution for family coverage
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!
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