Sales Director (Financial Services) (Copy)

Responsiv•Chicago, IL

About The Position

Responsiv is a regulatory change management platform that analyzes new regulations, notifies users of important new rules, and performs gap analyses on existing controls, policies, and procedures to suggest necessary changes. It helps organizations track regulatory obligations, ensure controls and policies are up-to-date, and immediately update them with new regulations. Responsiv also helps users understand the regulatory context behind specific situations to get back to business faster. As one of Responsiv’s first Enterprise Sales hires, you will be responsible for driving net new enterprise logos through direct selling relationships and co-selling with partners. You will become an expert in regulated industries where legal, compliance, and regulatory workflows are a requirement. Your role will involve building pipeline based on prioritized accounts, moving clients through the funnel, and building strong relationships at the executive level within legal, compliance, regulatory controls, and IT/information security teams. You will need to understand each company’s business, technology footprint, and AI priorities. A deep understanding of compliance and how Responsiv fits into this landscape is crucial. You will manage the sales process, driving opportunities to a close, especially in complex phases like RFPs and POCs. You will also need to sell Responsiv's vision and roadmap, understanding how the company will continue to create value in the market. Operating effectively in a fast-paced environment is key, requiring high expectations for quality and speed, owning SLAs, and adapting quickly to changes.

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 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.
Have an excellent understanding of Compliance and how Responsiv fits in.
Be an expert on the industry and Responsiv's product.
Learn and understand the value proposition that Responsiv offers and help corporations translate that value in their legal and compliance programs.
Know how Responsiv's platform competes in the market and differentiates from direct and indirect competitors.
Have a deep network at Financial Institutions.

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 a true executive level to drive strategy in target organizations.
Actively understand each company’s business, technology footprint and AI priorities.
Manage the sales process, driving opportunities to a close.
Own each step of the selling process, especially in intricate, detail-oriented phases such as robust RFPs and proof-of-concepts (POCs).
Sell Responsiv's vision and roadmap.
Operate well in a fast-paced environment.
Build competence in Responsiv's 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.