• Follow and manage the Gainsight Sales Process • 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 • Collaborate with Gainsight’s Customer Success department to drive renewals • 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 • 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; 25-30% travel per year.