RVP, Strategic Accounts

Responsibilities

• Own and deliver the strategic segment's annual bookings plan, with primary emphasis on new logo acquisition, competitive displacement, and multi-product expansion into the world's largest enterprise accounts
• Build and lead a team of Strategic Account Executives focused on winning new business, recruiting, coaching, and developing sellers who thrive on opening new relationships, closing complex deals, and growing Gainsight's footprint
• Drive pipeline generation and maintain strong forward-looking coverage across the team, setting the pace for outbound prospecting, account-based engagement, and executive relationship development
• Personally engage as an executive sponsor on the largest and most complex opportunities, including C-level prospecting, deal strategy, competitive positioning, and negotiation on high-value transactions
• Build and execute account-level strategic plans for every named account, identifying whitespace, mapping decision-makers, positioning against competitors, and connecting the full Gainsight portfolio to customer priorities
• Orchestrate multi-product selling across Gainsight's solution portfolio including customer success, community, education, AI agents, and conversational intelligence to land larger initial deals and drive platform-level adoption
• Collaborate cross-functionally with Customer Success, Solution Consulting, RevOps, Product, Marketing, and Professional Services to accelerate deal cycles, ensure strong post-sale handoffs, and deliver customer outcomes that fuel expansion and advocacy
• Manage the full commercial lifecycle for your segment, including renewals, ensuring the team protects revenue while staying focused on growth
• Deliver accurate, rigorous forecasts through structured deal reviews and pipeline inspection, providing clear visibility to senior leadership on segment performance, risks, and opportunities
• Attract, retain, and develop top sales talent, building a team culture where high performers are recognized, coached, and challenged to grow
• This role requires travel (~40%) for customer meetings, executive briefings, team events, and company onsites.
• This is not a complete list of responsibilities, and the scope of the role may evolve with the needs of the team and business.

Requirements

• Must-have skills or experience:
• 10+ years of enterprise SaaS sales experience with at least 5 years of sales management experience leading teams of Enterprise Account Executives.
• Consistent track record of meeting or exceeding bookings targets, with a strong emphasis on new logo acquisition and winning in competitive enterprise environments.
• Proven ability to build and lead high-performing sales teams creating pipeline, opening new accounts, securing renewals and closing large deals.
• Proven experience owning retention outcomes for high-value enterprise accounts
• Experience leading multi-product sales motions across a portfolio of solutions,
• Demonstrated ability to personally engage in and close complex, high-value enterprise deals involving multiple stakeholders, long sales cycles, and executive-level relationships
• Brings disciplined operating practices around pipeline generation, forecasting, and performance management in a data-driven sales culture.
• Nice-to-have skills or experience:
• Experience adopting and leveraging AI to improve productivity gains and efficiency for deal development, internal communications and operational rigor.
• Experience operating in a PE-backed B2B SaaS environment
• Familiarity with the Customer Success platform landscape and the competitive dynamics in post-s

Benefits

Additional Information

We're building the AI-driven future of customer success, from retention to growth! Gainsight is the AI-powered retention engine behind the world's most customer-centric companies. The Gainsight CustomerOS platform orchestrates the customer journey from onboarding to outcomes to advocacy. More than 2,000 companies trust Gainsight's applications and AI agents to drive learning, adoption, community connection, and success for their customers. To explore how our suite of solutions is shaping the future of customer success, check out the link . About This Role: We're looking for a full-time RVP, Strategic Accounts to join the Sales team reporting to the Senior Vice President, Sales. This role is a remote role based in the USA. In this role, you'll play a key role in driving Gainsight's enterprise growth by leading a team of Strategic Account Executives to land major new logos, expand multi-product footprint, and build long-term platform relationships with the world's largest companies. This is a great opportunity for someone who thrives in a high-velocity, competitive enterprise sales environment and enjoys working cross-functionally with teams like Customer Success, Solution Consulting, RevOps, and Marketing. The ideal candidate brings strong skills in new business acquisition, executive relationship building, and data-driven pipeline and forecast management.

Your Match

How well this role fits your profile.

Company Intel

What employees say

Worked at gainsight? Share your experience