Strategic Accounts Director

 We’re building the AI-driven future of customer success, from retention to growth!

Gainsight is the AI-powered 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. 

About This Role:

We’re looking for a full-time Strategic Accounts Manager to join our Sales team  reporting to the RVP, Strategic Accounts. This role is a remote role based in the United States. 

In this role, you’ll play a key role in driving business growth by helping prospective customers recognize and realize the value of Gainsight solutions. This is a great opportunity for someone who thrives in a consultative sales environment and enjoys working cross-functionally with teams like Customer Success, Professional Services, Pre-Sales, Product Support, and Product Management. The ideal candidate brings strong skills in building strategic relationships, uncovering customer needs, and creating compelling business cases.

What You'll Do: 

• 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

This is not a complete list of responsibilities, and the scope of the role may evolve with the needs of the team and business.

What We're Looking For: 

• 10+ years of relevant experience and a Bachelor’s degree (or equivalent combination of education and experience), required.

• Minimum of 5 years experience selling Strategic 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 i