Customer Account Manager

Job Description:

About Gainsight:
 

Gainsight is the retention engine behind the world’s most customer-centric companies. The Gainsight CustomerOS platform orchestrates the customer journey from onboarding to outcomes to advocacy. More than 2,000 companies trust Gainsight’s applications and AI agents to drive learning, adoption, community connection, and success for their customers. To explore how our suite of solutions is shaping the future of customer success, check out the link.

What You'll 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

• Collaborate with Gainsights Customer Success department to drive renewals

• 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 Customer Success 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; 25-30% travel per year 

• 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, SFDC, 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.

Job Description Summary