Sales Director (Insurance and Health Insurance)

Responsiv•Chicago, IL

17h

About The Position

Responsiv is a regulatory change management platform that helps organizations stay compliant with evolving regulations. The platform continuously monitors legal and regulatory obligations, performs gap analyses on existing controls and policies, and suggests necessary changes. It can also automatically draft compliance updates and provide regulatory context for specific situations. Responsiv is backed by Greylock and OnDean Forward (Andrew Sieja, the founder of Relativity). The Sales Director will be responsible for driving net new enterprise logos through direct selling relationships and co-selling with partners. This role requires becoming an expert in regulated industries where legal, compliance, and regulatory workflows are essential. The Sales Director will build pipeline, manage named accounts, and develop strong executive-level relationships within legal, compliance, regulatory controls, and IT/information security departments. A deep understanding of the company's business, technology footprint, and AI priorities is expected. The role also involves understanding compliance, the Responsiv product, its value proposition, and its competitive landscape. Managing the sales process from lead to close, including RFPs and POCs, is crucial. The Sales Director must be able to sell the company's vision and roadmap, operate effectively in a fast-paced environment, and adapt quickly to changes. High expectations are placed on quality and speed of work, with a focus on responding quickly to inquiries and adapting to frequent learning and improvements.

Requirements

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 Insurance, Health, 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.
Deep network in Insurance.
Excellent understanding of Compliance and how Responsiv fits in.
Expert on the industry and our product.
Learn and understand the value proposition that Responsiv offers.
Help corporations translate that value in their legal and compliance programs.
Know how the platform competes in the market and differentiates from direct and indirect competitors.
High expectations for our team and of yourself.
Get work done with quality and speed.

Nice To Haves

Co-selling with partners when appropriate.
Actively understand each company’s business, technology footprint and AI priorities.
Adapt, shift and change quickly as the environment changes.

Responsibilities

Drive net new enterprise logos through direct selling relationships.
Co-sell with partners when appropriate.
Become an expert in regulated industries where legal, compliance and regulatory workflows are a requirement.
Build pipeline based around prioritized accounts and move clients through the funnel.
Build strong relationships at the executive level within target organizations.
Navigate and build relationships in legal, compliance, regulatory controls, and IT/information security departments.
Actively understand each company’s business, technology footprint and AI priorities.
Manage the sales process and drive opportunities to a close.
Manage a lead to an opportunity and own each step of the selling process, especially in intricate, detail-oriented phases such as robust RFPs and proof-of-concepts (POCs).
Draw opportunities to a close through situational selling that will shape prospects’ mindset towards Responsiv.
Sell the company's vision and roadmap.
Operate well in a fast-paced environment.
Build competence in the industry and product.
Own the SLAs to respond quickly to prospect and customer questions, as well as internal colleagues.
Adapt, shift and change quickly as the environment changes.