Enterprise Account Executive

Gainsight - Toronto, ON (30+ days ago)

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Gainsight™ is a venture-backed, fast growing tech company revolutionizing Customer Success for businesses. The Customer Success company helps businesses grow faster by reducing churn, increasing upsell, and driving customer advocacy. Gainsight provides a complete, end-to-end Customer Success solution through its services and technology. The industry-leading platform helps companies manage customers relationships effectively, track customer health and transform the way organizations orient around the customer. Gainsight is the platform of choice for many leading companies like Box, Adobe and Workday. The company has been recognized as one of the top 100 private cloud companies in the world by Forbes, one of the fastest growing private companies in America by Inc. Magazine, and as one of 20 Great Workplaces in Tech by Fortune Magazine. Gainsight’s CEO, Nick Mehta, has been recognized as one of the Top SaaS CEOs in America. The company has offices in California, Phoenix, St. Louis, London and India.

This role is remote in Toronto, ON

Job Description

Enterprise Account Executives are responsible for 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 Sr. Enterprise Account Executive will work with all Gainsight stakeholders including Customer Success Managers, Professional Services, Pre-Sales, Product Support and Product Management to anticipate and meet customer expectations.

What You'll Do

Sales Process

Achieve sales quota for assigned territory and/or accounts
Maintain appropriate sales development activity to ensure healthy pipeline management
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 the Professional Services organization to evaluate training and consulting needs to support implementations
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 industry and territory
Sales Administration

Work with Business Development Representatives to define and support prospecting efforts within assigned territory.
Enter new leads, contact data, log calls and other sales information for prospects and customers into SFDC and other related CRM systems
Prepare formal proposals, produce price quotes, work with management on contract negotiations, and gather all necessary paperwork to process orders
Investigate and resolve customer problems with deliveries, 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 trade shows, conferences, round tables and onsite visits with customers and prospects; 30-40% travel per year
Required skills

What We're Looking For

A Bachelor's degree and a minimum of four 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 cycle
Proven track record of identifying business issues and creating value while managing multiple stakeholders and decision makers in a complex sales cycle
Demonstrable history of quota achievement/overachievement
Experience in technology industry
Working in fast paced environment, strong multi-tasking skills and managing several opportunities on a monthly/quarterly basis
Highly competitive, entrepreneurial and self-driven