Enterprise Account Executive

Gainsight•Albany, NY

2d•$130,000 - $150,000•Remote

About The Position

We’re looking for a full-time Enterprise Account Executive to join our Sales team reporting to the RVP, Sales Enterprise. This role is a remote role based in The United States of America. In this role, you'll play a key role in driving enterprise revenue growth by identifying new business opportunities, managing complex sales cycles, and building lasting customer relationships through a consultative approach. This is a great opportunity for someone who thrives in a fast-paced, entrepreneurial sales environment and enjoys working cross-functionally with teams like Customer Success, Professional Services, Pre-Sales, and Product Management. The ideal candidate brings strong skills in C-suite relationship building, value-based selling, and pipeline management.

Requirements

5+ years of relevant experience selling Enterprise Solutions (SaaS and services) into Fortune 1000 companies and a Bachelor's degree (or equivalent combination of education and experience), required.
Comfort and expertise calling on and presenting to C-Suite level contacts, six figure deal sizes and 6-12 month sales cycles
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.

Nice To Haves

Proven track record of identifying business issues and creating value while managing multiple stakeholders and decision makers in a complex sales cycle
Highly competitive, entrepreneurial and self-driven with history of quota achievement/overachievement

Responsibilities

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
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 role will require occasional travel for team meetings, training, or company events.