Responsive
Responsive (formerly RFPIO) is the category leader in Strategic Response Management, helping global enterprises automate and orchestrate responses to RFPs, RFIs, security questionnaires, and due‑diligence requests. Our Agentic AI capabilities accelerate how revenue teams discover information, craft technical answers, and prove value to buyers.
About the role We’re hiring a Principal Solutions Consultant to act as a senior player‑coach for Customer Expansion. You will combine master‑level storytelling, MEDDPICC discipline, and value selling with deep AI/Agentic AI expertise to unlock expansion across an installed base, drive value realization, and uplevel the SC team on AI. You’ll coach a pod of ~3–4 SCs while carrying your own IC coverage—leading adoption discovery, expansion plays, demos, and technically credible pilots/POCs that deliver measurable outcomes.
What You'll Do
Own the technical motion for expansion opportunities (adoption discovery → value hypothesis → demo/pilot/POC → close) in partnership with AMs/CS; apply MEDDPICC to multi‑thread and build mutual close plan
Quantify and communicate business outcomes tied to expansion modules and AI capabilities (revenue lift, risk reduction, operating efficiency
AI & Agentic AI Leadership (Team Upleve)
Act as regional AI/LLM authority for expansions: identify in‑account AI use cases, design architectures (prompting, RAG, agent/tool orchestration), and ensure guardrails (privacy, safety, governance) meet customer standard
Run AI coaching for your pod and the broader SC org; build a customer‑proof asset library (playbooks, demos, “leaves”) that scales expansion motion
Partner with Demo Engineering/Programs to productize AI demo/pilot assets; instrument reuse and reliability to lower cycle time
Business Flow Mapping → AI Value (As‑Is → To‑B)
Map the customer’s as‑is processes and user journeys; design the to‑be state that embeds AI at high‑leverage points with clear KPIs and ROI
Create value realization plans and success criteria aligned with executive sponsors and operations leaders; track adoption and outcomes post‑sale
Demo, Pilot & POC Excellence (Time‑to‑Value)
Tailor demos to the account context; run pilots/POCs with success metrics, time‑boxes, and change‑management plans to accelerate time‑to‑value and expansion conversion
Coordinate Cloud/Infra, GTM Infosec, and Customer Success to navigate security reviews and deployment constraints
Program & Content Stewardship
Curate high‑impact expansion narratives and objection handling; maintain proof libraries with quantified outcomes and reference
Channel expansion feedback to Product/PMM for roadmap influence (especially on AI features, telemetry, governance
Player‑Coach Responsibilities
Mentor a pod of ~3–4 SCs focused on expansion: call prep/debriefs, asset reviews, joint demos/pilots/POCs, competency certifications, and career coaching—while maintaining your own IC impact on priority account
Operate to Metric
Improve time‑to‑qualified demo and expansion conversion %; increase demo/pilot reuse rate; raise pilot/POC→close; drive NRR/GRR; maintain accurate technical stages/risks in forecast; certify your pod in AI competency
What We're Looking Requirements
Master storyteller and value seller with strong command of MEDDPICC; aligns executive priorities with technical proof and quantified R
Extensive presales experience (typically 10+ years) driving enterprise SaaS expansion with AM/CS partnerships; credible with C‑suite and operations leaders
Deep Generative AI & Agentic AI expertise: prompting strategies, RAG patterns, agent/tool orchestration (function calling, tools), evaluation frameworks, and safeguards for privacy/safety/governance
Fluency with model platforms and trade‑offs (e.g., OpenAI, Anthropic, Vertex AI, Bedrock), embeddings/vector stores (e.g., Pinecone, Qdrant, FAISS), and cost/performance tuning
Proven demo/pilot/POC leadership with acceptance criteria, success metrics, and time‑boxes; able to accelerate time‑to‑value and expansion conversion
Comfort guiding cloud/infra and enterprise security conversations (AWS/Azure/GCP, data residency, SOC 2/ISO 27001, GDPR
Demonstrated player‑coach capability: coaching 3–4 SCs while personally leading marquee expansion pl
Preferred
Hands‑on with LLM frameworks and tooling (e.g., LangChain, LlamaIndex), eval harnesses, and prompt/agent testing workflows
Experience with demo automation/analytics (e.g., Consensus) and conversational intelligence (e.g., Gong/Chorus)
Background in Strategic Response Management, content/knowledge AI, or proposal/RFP automation
STEM degree or equivalent experience; publications/talks on AI/LLM topics are a plus
Compensation & Benefits Responsive follows a market‑based compensation philosophy. Actual OTE depends on role scope, skills, experience, and location, and will fall in the range of $220,000-$270,000. We also offer flexible remote work, retirement plan with company match, generous paid time off, professional development, sabbatical eligibility, wellness resources, and comprehensive health benefits. This U.S.‑based role is remote; visa sponsorship is not available for this position.
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About the role We’re hiring a Principal Solutions Consultant to act as a senior player‑coach for Customer Expansion. You will combine master‑level storytelling, MEDDPICC discipline, and value selling with deep AI/Agentic AI expertise to unlock expansion across an installed base, drive value realization, and uplevel the SC team on AI. You’ll coach a pod of ~3–4 SCs while carrying your own IC coverage—leading adoption discovery, expansion plays, demos, and technically credible pilots/POCs that deliver measurable outcomes.
What You'll Do
Own the technical motion for expansion opportunities (adoption discovery → value hypothesis → demo/pilot/POC → close) in partnership with AMs/CS; apply MEDDPICC to multi‑thread and build mutual close plan
Quantify and communicate business outcomes tied to expansion modules and AI capabilities (revenue lift, risk reduction, operating efficiency
AI & Agentic AI Leadership (Team Upleve)
Act as regional AI/LLM authority for expansions: identify in‑account AI use cases, design architectures (prompting, RAG, agent/tool orchestration), and ensure guardrails (privacy, safety, governance) meet customer standard
Run AI coaching for your pod and the broader SC org; build a customer‑proof asset library (playbooks, demos, “leaves”) that scales expansion motion
Partner with Demo Engineering/Programs to productize AI demo/pilot assets; instrument reuse and reliability to lower cycle time
Business Flow Mapping → AI Value (As‑Is → To‑B)
Map the customer’s as‑is processes and user journeys; design the to‑be state that embeds AI at high‑leverage points with clear KPIs and ROI
Create value realization plans and success criteria aligned with executive sponsors and operations leaders; track adoption and outcomes post‑sale
Demo, Pilot & POC Excellence (Time‑to‑Value)
Tailor demos to the account context; run pilots/POCs with success metrics, time‑boxes, and change‑management plans to accelerate time‑to‑value and expansion conversion
Coordinate Cloud/Infra, GTM Infosec, and Customer Success to navigate security reviews and deployment constraints
Program & Content Stewardship
Curate high‑impact expansion narratives and objection handling; maintain proof libraries with quantified outcomes and reference
Channel expansion feedback to Product/PMM for roadmap influence (especially on AI features, telemetry, governance
Player‑Coach Responsibilities
Mentor a pod of ~3–4 SCs focused on expansion: call prep/debriefs, asset reviews, joint demos/pilots/POCs, competency certifications, and career coaching—while maintaining your own IC impact on priority account
Operate to Metric
Improve time‑to‑qualified demo and expansion conversion %; increase demo/pilot reuse rate; raise pilot/POC→close; drive NRR/GRR; maintain accurate technical stages/risks in forecast; certify your pod in AI competency
What We're Looking Requirements
Master storyteller and value seller with strong command of MEDDPICC; aligns executive priorities with technical proof and quantified R
Extensive presales experience (typically 10+ years) driving enterprise SaaS expansion with AM/CS partnerships; credible with C‑suite and operations leaders
Deep Generative AI & Agentic AI expertise: prompting strategies, RAG patterns, agent/tool orchestration (function calling, tools), evaluation frameworks, and safeguards for privacy/safety/governance
Fluency with model platforms and trade‑offs (e.g., OpenAI, Anthropic, Vertex AI, Bedrock), embeddings/vector stores (e.g., Pinecone, Qdrant, FAISS), and cost/performance tuning
Proven demo/pilot/POC leadership with acceptance criteria, success metrics, and time‑boxes; able to accelerate time‑to‑value and expansion conversion
Comfort guiding cloud/infra and enterprise security conversations (AWS/Azure/GCP, data residency, SOC 2/ISO 27001, GDPR
Demonstrated player‑coach capability: coaching 3–4 SCs while personally leading marquee expansion pl
Preferred
Hands‑on with LLM frameworks and tooling (e.g., LangChain, LlamaIndex), eval harnesses, and prompt/agent testing workflows
Experience with demo automation/analytics (e.g., Consensus) and conversational intelligence (e.g., Gong/Chorus)
Background in Strategic Response Management, content/knowledge AI, or proposal/RFP automation
STEM degree or equivalent experience; publications/talks on AI/LLM topics are a plus
Compensation & Benefits Responsive follows a market‑based compensation philosophy. Actual OTE depends on role scope, skills, experience, and location, and will fall in the range of $220,000-$270,000. We also offer flexible remote work, retirement plan with company match, generous paid time off, professional development, sabbatical eligibility, wellness resources, and comprehensive health benefits. This U.S.‑based role is remote; visa sponsorship is not available for this position.
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