What Gainsight, Inc. Has to Offer: Gainsight is a venture-backed, fast growing tech company revolutionizing Customer Success for businesses. They help businesses grow faster by reducing churn, increasing upsell, and driving customer advocacy. Gainsight is the platform of choice for many leading companies like Box, Adobe, and Workday. Gainsight offers their employees benefits like:
Job Description:
Why Gainsight?
We are ranked #1 on Glassdoor’s 2023 Best Place to Work List. Here’s why.
At Gainsight, our mission is to be living proof you can win in business while being human-first.
Our industry-leading platform helps companies of all sizes and industries build durable businesses. Gainsight offers a powerful set of customer success, product, community and education solutions that enable businesses to scale efficiently, create alignment, and have a holistic view of their customers—all of which help increase product adoption, prevent churn, and grow renewals and expansions. Hundreds of companies use our software, including nearly 200 publicly traded organizations and industry leaders such as GE Digital, SAP Concur, and Zendesk. We have offices in the US, UK, Netherlands, Israel, Japan, and India.
Gainsight joined the Vista Equity Partners portfolio in 2020. In 2021, we won their Excellence in Engineering award for our product and engineering advancements.
Gainsight has also been named one of the top 100 private cloud companies by Forbes, one of the fastest-growing private companies in America by Inc. Magazine, and one of 20 Great Workplaces in Tech by Fortune Magazine.
With diversity and inclusion at the forefront of our values, we promote a culture that celebrates diversity and inclusiveness regardless of but not limited to, race, gender, sexual orientation, family status, religion, ethnicity, national origin, physical disability, veteran status, or age.
This role will be remote based
Enterprise Account Executives are responsible for identifying and creating compelling business value in selling Gainsight solutions to prospective customers. Using a consultative sales approach, the successful candidate will create and cultivate relationships to build and maintain customers for life. The Enterprise Account Executive will work with all Gainsight stakeholders including Customer Success Managers, Professional Services, Pre-Sales - Solution Consultants, Product Support and Product Management to anticipate and meet customer expectations.
What a Gainsight Enterprise Account Executive will do
Follow and manage the Gainsight Sales Process
Achieve sales quota for assigned territory and/or accounts
Maintain appropriate proactive sales development activity to ensure healthy pipeline management
Execute a thorough discovery process understanding customer requirements
Articulate value messaging related to driving customer outcomes
Manage complex, multithreaded sales cycles across all stakeholders
Overcome technical and business objections of prospective customers as necessary
Conduct online or onsite product demonstrations to qualified prospects as necessary
Respond to RFPs for qualified business opportunities where Gainsight is a fit
Work with Gainsight’s Professional Services organization to evaluate training and consulting needs to support implementations
Develop and maintain industry and competitive product and market knowledge
Maintain a thorough understanding of the Gainsight product and services offered
Gain an understanding of Gainsight’s use in the industry, as well as best practices
Be a subject matter expert for your designated industries and territory
Sales Administration
Work with Business/Sales Development Representatives to define and support prospecting efforts within assigned territory
Enter new leads, contact data, log calls and other sales information into SFDC for prospects, partners and customers
Prepare formal proposals, produce price quotes, work with management on contract negotiations, and coordinate the gathering of all necessary paperwork to process orders
Investigate and resolve customer problems with releases, payments, product use or implementation (as required)
Provide feedback (customer/prospect needs, industry trends, market perceptions, competitive intelligence, etc.) to company management, Marketing and Product Management teams
Conduct online webinars as a means of generating qualified leads
Plan, promote and conduct round table events in key locations within your territory
Travel to and attend customer and prospect meetings, trade shows, conferences and round tables; 40-50% travel per year
What we're looking for
Bachelor's degree or equivalent experience
Minimum of five years experience selling Enterprise Solutions (SaaS and services) into Fortune 1000 companies
Comfort and expertise calling on and presenting to C-Suite level contacts, six figure deal sizes and 6-12 month sales cycles
Proven track record of identifying business issues and creating value while managing multiple stakeholders and decision makers in a complex sales cycle
Demonstrated history of quota achievement/overachievement
Someone who is highly competitive, entrepreneurial and self-driven
Experience in the Customer Success and Product Experience fields working with key decision makers such as Chief Revenue Officers, Chief Customer Officers, leaders in Customer Success and Product Management and Marketing strategizing to drive for mutual success.
At Gainsight, we don't believe in doing things as a "means to an end." Life is too short to have anything short of a joyful work environment that we passionately believe in. We think that "work vs. life" is a false choice created by pundits, cynics and consultants. We also believe that any community (like a company) needs a ton of diversity and a very small number of things that bring us together.
Here are Our 5 Values
Golden Rule: We try to practice the Golden Rule ("Do unto others..." and that sort of thing) by exercising reliability, trust and giving back to each other and our community.
Success for All: We believe that success for our stakeholders—whether our teammates, clients or shareholders—comes with a sincere focus on continuous learning, selfless teaching and making a difference in each other’s lives.
Child-like Joy: We aspire to experience child-like joy in our work and lives, injecting a spirit of passion, optimism and laughter into everything that we do.
Shoshin: We believe in a beginner’s mind. Don’t surround yourself with people like you--diversity breeds creativity.
Stay Thirsty, My Friends: We believe in a totally internally-driven strive for greatness. The solution is think more, not doing more.
Why You’ll Love It Here
Our Attitude: We’ve created a new industry from scratch, and we’re on the fast track!
Our Leadership: We offer the leading tech solution for driving Customer Success.
Our ROI: Reduce customer churn, increase up-sell, and improve customer satisfaction.
Our Technology: Best in class software, Deep Salesforce.com hook, predictive analytics, and a beautiful user interface.
Our Impact: We help our customers make millions of dollars more per year.
Our Clients: Big companies like Linkedin, Tableau, Box, Adobe, Marketo, and many others.
Our Team: Tech all-stars from Facebook, Box, and others (and top consulting firms like BCG and McKinsey!).
Our Values: They are unique - Golden Rule, Success for All, Child-like Joy, Shoshin, and Stay Thirsty, My Friends.
Health benefits include medical, dental, vision, short and long term disability, life insurance, 401k after first quarter of employment, and flexible PTO.
Gainsight is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
Pursuant to the San Francisco Fair Chance Ordinance, where applicable, we will consider for employment qualified applicants with arrest and conviction records.
Job Description Summary
Enterprise Account Executives are responsible for identifying and creating compelling business value in selling Gainsight solutions to prospective customers. Using a consultative sales approach, the successful candidate will create and cultivate relationships to build and maintain customers for life. The Enterprise Account Executive will work with all Gainsight stakeholders including Customer Success Managers, Professional Services, Pre-Sales - Solution Consultants, Product Support and Product Management to anticipate and meet customer expectations.
