Enterprise Account Executive
WFA Digital Insight
As demand for AI-driven customer success solutions surges, companies like Gainsight are at the forefront. With the global customer success market projected to reach $3.5 billion by 2027, professionals with strong SaaS sales backgrounds and digital skills are in high demand. Gainsight, a pioneer in AI-powered customer success platforms, offers a unique opportunity for growth in this exciting space. Before applying, candidates should understand the intricacies of enterprise sales cycles and the importance of consultative relationships in driving customer outcomes.
Job Description
About the Role
The Enterprise Account Executive position at Gainsight is a pivotal role focused on driving the company's enterprise growth through the identification of new business opportunities, building of consultative relationships, and managing complex sales cycles. This role is based out of London, United Kingdom, and involves working closely with various teams such as Customer Success, Professional Services, Pre-Sales, and Product to ensure a cohesive approach to customer success. As part of the Sales team, the Enterprise Account Executive will report to the Vice President of EMEA Sales, contributing to the company's mission of delivering AI-driven customer success solutions.The day-to-day activities of this role will involve a deep understanding of customer needs, articulating the value proposition of Gainsight's CustomerOS platform, and navigating multi-stakeholder sales processes. The ideal candidate will thrive in a fast-paced, entrepreneurial environment, leveraging their expertise in enterprise SaaS sales, executive-level engagement, and value-based selling to drive success.
Gainsight's commitment to customer success is evident in its comprehensive platform that orchestrates the customer journey from onboarding to advocacy. As a key player in this ecosystem, the Enterprise Account Executive will have the opportunity to make a significant impact on the company's growth and its customers' success.
What You Will Do
- Achieve sales quotas for assigned territories and/or accounts, ensuring healthy pipeline management.
- Conduct thorough discovery processes to understand customer requirements and articulate Gainsight's value messaging.
- Manage complex, multi-threaded sales cycles, overcoming technical and business objections as necessary.
- Conduct online or onsite product demonstrations to qualified prospects.
- 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.
- Develop and maintain industry and competitive product and market knowledge.
- Maintain a thorough understanding of Gainsight's products and services.
- Collaborate with Business/Sales Development Representatives on prospecting efforts within assigned territories.
- Enter new leads, contact data, log calls, and other sales information into SFDC.
- Prepare formal proposals, produce price quotes, and work with management on contract negotiations.
- Investigate and resolve customer problems related to releases, payments, product use, or implementation.
- Plan, promote, and conduct round table events in key locations within the territory.
- Travel to customer and prospect meetings, trade shows, conferences, and round tables (up to 40% travel per year).
What We Are Looking For
- Bachelor's degree or equivalent experience.
- Minimum of three years of experience selling Enterprise Solutions (SaaS and services) into Enterprise companies.
- Comfort and expertise in calling on and presenting to C-Suite level contacts.
- Experience with six-figure deal sizes and 6-12 month sales cycles.
- Proven track record of identifying business issues, creating value, and managing multiple stakeholders.
- Demonstrated history of quota achievement or overachievement.
- Strong understanding of customer success principles and practices.
- Ability to work in a fast-paced, dynamic environment.
Nice to Have
- Experience with AI-powered customer success platforms or similar technologies.
- Knowledge of the current market trends in customer success and SaaS sales.
- Certification in sales or a related field.
- Experience working with SFDC or similar CRM systems.
Benefits and Perks
- Competitive salary and benefits package.
- Opportunity to work with a pioneer in AI-driven customer success solutions.
- Collaborative, dynamic work environment.
- Professional development opportunities.
- Flexible remote work arrangements.
- Access to the latest technologies and tools in customer success and sales.
- Comprehensive health insurance and wellness programs.
- Generous PTO and holiday package.
How to Stand Out
- Develop a strong understanding of Gainsight's CustomerOS platform and its applications in driving customer success.
- Highlight your experience in managing complex sales cycles and building consultative relationships with executive-level contacts.
- Ensure your resume and cover letter are tailored to the role, emphasizing your SaaS sales experience and digital skills.
- Prepare examples of how you've driven customer outcomes and grown revenue in previous roles.
- Research Gainsight's competitors and the current market trends in customer success to stand out in interviews.
- Be ready to discuss your strategy for overcoming technical and business objections in sales cycles.
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