Sales Development Representative

Job Description:

Why Gainsight?

We are ranked #1 on Glassdoor’s 2023 Best Place to Work List. Here’s why.

At Gainsight, our mission is to be living proof you can win in business while being human-first.

Our industry-leading platform helps companies of all sizes and industries build durable businesses. Gainsight offers a powerful set of customer success, product, community and education solutions that enable businesses to scale efficiently, create alignment, and have a holistic view of their customers—all of which help increase product adoption, prevent churn, and grow renewals and expansions. Hundreds of companies use our software, including nearly 200 publicly traded organizations and industry leaders such as GE Digital, SAP Concur, and Zendesk. We have offices in the US, UK, Netherlands, Israel, Japan, and India.

Gainsight joined the Vista Equity Partners portfolio in 2020. In 2021, we won their Excellence in Engineering award for our product and engineering advancements.

Gainsight has also been named one of the top 100 private cloud companies by Forbes, one of the fastest-growing private companies in America by Inc. Magazine, and one of 20 Great Workplaces in Tech by Fortune Magazine.

With diversity and inclusion at the forefront of our values, we promote a culture that celebrates diversity and inclusiveness regardless of but not limited to, race, gender, sexual orientation, family status, religion, ethnicity, national origin, physical disability, veteran status, or age.
 

This role will be remote based in the UK
 

Sales Development Representatives (SDRs) are responsible for identifying and creating new qualified business opportunities for the Gainsight Sales team. Using a consultative approach, the successful candidate will research and prospect via multiple channels to build relationships and create interest in the Gainsight product suite. The SDR will work closely with Account Executives and the Marketing team to strategize on targeted accounts, identify buying signals, and craft compelling messaging to drive pipeline growth and new opportunities.
 

What a Gainsight Sales Development Representative will do:

Prospect and Generate Leads

• Conduct outbound prospecting via phone calls, emails, and social to generate qualified leads

• Use research and buying signals to help tailor outreach at scale

• Articulate value messaging related to driving customer outcomes

• Overcome objections of prospective customers as necessary

• Represent Gainsight at industry events to drive new business

• 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

• Enter new leads, contact data, log calls and other sales information into SFDC for prospects, partners and customers

• Use creativity to determine new ways to generate interest in the Gainsight suite
   

Collaborate with Sales and Marketing teams

• Work closely with Account Executives to develop targeted account strategies

• Schedule discovery calls and product demonstrations for Account Executives

• 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

• Maintain CRM data integrity to track and report on daily activities and results

Achieve targets

• Meet or exceed monthly and quarterly goals for qualified opportunities generated

What we're looking for

• Bachelor's degree or equivalent experience preferred

• 0-2 years experience in new opportunity generation, preferably in B2B SaaS

• Excellent verbal and written communication skills

• Strong interpersonal skills with the ability to build rapport quickly

• Highly motivated, driven, and self-starting individual

• Strong organizational and time management skills

• Understanding of the customer success space and ability to tie back to business goals

• Familiarity with CRM systems (Salesforce preferred) and sales engagement tools

• Prior experience in sales, customer service or success, or related roles is a plus

• Prior experience in the industry spaces of customer success, community, customer education, or product experience is a plus

• Results-oriented

• Comfort and expertise calling on C-Suite level contacts

• Demonstrated history of quota achievement/overachievement

• Someone who is highly competitive, entrepreneurial and self-driven

At Gainsight, we don't believe in doing things as a "means to an end." Life is too short to have anything short of a joyful work environment that we passionately believe in. We think that "work vs. life" is a false choice created by pundits, cynics and consultants. We also believe that any community (like a company) needs a ton of diversity and a very small number of things that bring us together.

Here are Our 5 Values

• Golden Rule: We try to practice the Golden Rule ("Do unto others..." and that sort of thing) by exercising reliability, trust and giving back to each other and our community.

• Success for All: We believe that success for our stakeholders—whether our teammates, clients or shareholders—comes with a sincere focus on continuous learning, selfless teaching and making a difference in each other’s lives.

• Child-like Joy: We aspire to experience child-like joy in our work and lives, injecting a spirit of passion, optimism and laughter into everything that we do.

• Shoshin: We believe in a beginner’s mind.  Don’t surround yourself with people like you--diversity breeds creativity.

• Stay Thirsty, My Friends: We believe in a totally internally-driven strive for greatness. The solution is think more, not doing more.
   

Why You’ll Love It Here

• Our Attitude: We’ve created a new industry from scratch, and we’re on the fast track!

• Our Leadership: We offer the leading tech solution for driving Customer Success. 

• Our ROI: Reduce customer churn, increase up-sell, and improve customer satisfaction.

• Our Technology: Best in class software, Deep Salesforce.com hook, predictive analytics, and a beautiful user interface.

• Our Impact: We help our customers make millions of dollars more per year.

• Our Clients: Big companies like Linkedin, Tableau, Box, Adobe, Marketo, and many others.

• Our Team: Tech all-stars from Facebook, Box, and others (and top consulting firms like BCG and McKinsey!).

• Our Values: They are unique - Golden Rule, Success for All, Child-like Joy, Shoshin, and Stay Thirsty, My Friends.
   

Gainsight is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.
 

Job Description Summary

Sales Development Representatives (SDRs) are responsible for identifying and creating new sales opportunities for Gainsight. Using a consultative approach, the successful candidate will prospect, build relationships, and generate interest in Gainsight’s suite.. The Sales Development Representative will work closely with Account Executives and the Marketing team to strategize on targeted accounts and drive pipeline growth.

Job Description Summary