RVP, Strategic Accounts

About the Role

The day-to-day of this role involves a balance of strategic planning, team leadership, and direct engagement with key clients. It requires a deep understanding of the current market landscape, the ability to identify new business opportunities, and the skills to build and maintain strong relationships with executive-level decision-makers. Given the remote nature of this position, the ideal candidate will be self-motivated, comfortable with autonomy, and proficient in digital communication tools.

Gainsight's commitment to innovation and customer success makes it an exciting place to work, especially for those passionate about the potential of AI in transforming business outcomes. As a leader in the company, the RVP, Strategic Accounts will play a critical role in shaping the direction of Gainsight's sales strategy and contributing to the company's continued growth and success.

What You Will Do

• Develop and execute strategic plans to drive new business acquisition, competitive displacement, and multi-product expansion within the world's largest enterprise accounts.
• Lead, coach, and develop a team of Strategic Account Executives, focusing on skills development, performance improvement, and career growth.
• Engage as an executive sponsor on large, complex opportunities, including C-level prospecting, deal strategy development, and negotiation.
• Collaborate with the Customer Success team to ensure strong post-sale handoffs and to deliver customer outcomes that drive expansion and advocacy.
• Work closely with the Solution Consulting team to position Gainsight's solutions effectively against competitors and to tailor solutions to meet specific customer needs.
• Develop and maintain relationships with key decision-makers at the executive level, understanding their business challenges and aligning Gainsight's solutions with their strategic objectives.
• Drive pipeline generation through outbound prospecting, account-based engagement, and executive relationship development.
• Participate in quarterly business reviews, providing insights on sales performance, market trends, and customer feedback.
• Stay abreast of industry trends, competitor activity, and emerging technologies, using this knowledge to inform sales strategies and improve competitive positioning.

What We Are Looking For

• A minimum of 10 years of experience in enterprise SaaS sales, with at least 5 years of experience in a sales management role leading teams of Enterprise Account Executives.
• Consistent track record of meeting or exceeding sales targets, with a strong background in new business acquisition and account expansion.
• Experience with data-driven pipeline and forecast management, including the use of CRM systems for sales tracking and analysis.
• Strong executive-level relationship building and negotiation skills, with the ability to communicate complex solutions to both business and technical stakeholders.
• Ability to thrive in a fast-paced, dynamic environment, with a strong work ethic and resilience in the face of challenges.
• Experience with cross-functional team collaboration, including working with Customer Success, Solution Consulting, and Marketing teams.
• Strong understanding of the current technology landscape, including trends in AI, customer success, and digital transformation.

Nice to Have

• Experience with AI-powered sales tools and technologies.
• Knowledge of customer success platforms and their application in driving business outcomes.
• Certification in sales leadership or a related field.
• Experience working in a remote or distributed team environment.

Benefits and Perks

• Competitive salary and bonus structure.
• Equity in a leading tech company.
• Comprehensive health, dental, and vision insurance.
• Generous PTO policy, including vacation days, sick leave, and holidays.
• Remote work stipend to support home office setup and productivity.
• Access to professional development opportunities, including training, mentorship, and education assistance.
• Participation in company-wide events and team-building activities.

• Ensure your resume and LinkedIn profile highlight your experience in enterprise SaaS sales, sales management, and your ability to work in a fast-paced, remote environment.
• Develop a strong understanding of Gainsight's products and the AI-driven customer success market to stand out in your application and interviews.
• Prepare examples of your success in driving new business acquisition, expanding existing accounts, and leading high-performing sales teams.
• Be ready to discuss your strategy for building and maintaining executive-level relationships and how you stay abreast of industry trends and competitor activity.
• Consider creating a portfolio or case studies that demonstrate your sales leadership skills and strategic thinking, even if it's not directly requested.
• During salary negotiations, be prepared to discuss your expectations based on industry standards and your research on Gainsight's compensation practices.