Enterprise Account Executive

We’re building the AI-driven future of customer success, from retention to growth!

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 Enterprise Account Executive to join our Sales team reporting to the Country Manager. This role is a hybrid role based out of Tokyo, Japan.

In this role, you'll play a key role in growing Gainsight's enterprise customer base in Japan by driving new business acquisition and expanding existing accounts through upsell and cross-sell. This is a great opportunity for someone who thrives in a fast-changing, fast-paced environment and enjoys working cross-functionally with teams like Professional Services, Pre-Sales Engineering, Marketing, and Product Management. The ideal candidate brings strong skills in strategic account planning, executive-level business communication, and consultative field sales in SaaS.

What You'll Do:

• Continuously maintain a thorough understanding of Gainsight's products, services, and best practices.

• Regularly review and grasp global best practices, industry trends, and sales processes, and implement them in the sales process in Japan.

• Act as an expert in your assigned industry and territory to respond to customer inquiries and guide customers by suggesting approaches to solve their future growth challenges.

• Provide product demonstrations to high-quality prospects, either online or in-person.

• Address technical or business inquiries from prospects and resolve any questions or uncertainties as needed.

• Execute appropriate sales activities for healthy pipeline management.

• Collaborate with the professional services and pre-sales engineering departments to assess the need for training and consulting to support implementation and make appropriate proposals.

Sales Management

• Collaborate with relevant team members to define and support activities to acquire prospects.

• Create territory and account plans, identify key customers and deals, and chart the path to achieving your goals.

• Input sales information related to existing customers and prospects, such as new leads, contact data, and call logs, into SFDC.

• Prepare formal proposals and quotes, ensuring all documents necessary for contracts and ordering processes are properly managed.

• Provide feedback to management, marketing, and product management on customer/prospect needs, industry trends, market perceptions, and competitive intelligence.

• Plan, attract participants, and support the execution of discussion events, workshops, and user community events.

• Investigate and resolve customer issues regarding delivery, payment, product usage, or implementation.

This is not a complete list of responsibilities, and the scope of the role may evolve with the needs of the team and business. This role will require occasional travel for team meetings, training, or company events.

What We're Looking For:

• Experience in field sales within the IT industry (5-8 years, preferably with SaaS solutions).

• Ability to strategically plan accounts, acquire new customers, and build relationships with existing customers.

• Proven track record of achieving quotas.

• Ability to discuss ROI and business metrics with CxO-level stakeholders and other stakeholders.

• A mindset that enjoys change and a fast-paced environment.

• Business English (individuals are encouraged to apply even if they are not fluent in speaking but do not have language barriers).

職務内容

日本の大手顧客を担当するアカウントエグゼクティブとして、新規顧客の開拓から、アップセル・クロスセルによるビジネス機会の拡大までを担当します。

● Gainsightが提供する製品・サービスとベストプラクティスを常に十分に理解する。

● グローバルで提供されるプラクティスや業界動向、販売プロセスを常に確認・把握し、日本での営業プロセスに実装する。

● 担当の業界・テリトリーの領域専門家として顧客の問い合わせに対応するとともに、顧客の将来の成長のための課題解決のアプローチを示唆して顧客をガイドする。

● 質の高い見込み客にオンラインまたは対面で製品のデモンストレーションを行う

● 必要に応じて、見込み客からの技術・業務面の問い合わせに対応する質問や不明点を解決する

● 健全なパイプライン管理のために、適切な営業活動を実施する

● プロフェッショナルサービス部門やプリセールスエンジニア部門と協力し、導入をサポートするための研修・コンサルティングの必要性を審査し、適切な提案を実施する

営業管理

● 関係チームメンバーと協力して、見込み客を獲得するための活動を規定しサポートする

● テリトリーやアカウントプランを作成し、重要な顧客や商談を特定し、目標達成までの道筋を描く

● 新規リード、連絡先データ、コールログなどの既存顧客・見込み客に関する営業情報をSFDCに入力する

● 正式な提案書や見積書を作成し、契約・発注処理に必要な書類をすべて適切に管理する

● 経営陣、マーケティング・製品管理部門にフィードバックを提供する（顧客/見込み客のニーズ、業界動向、市場の認識、競合他社の情報など）

● ディスカッションイベントやワークショップ、ユーザーコミュニティイベントの施策立案、集客、および実行支援を行う

● 納品、支払、製品の使用または実装に際しての顧客の問題を調査し、解決する。

応募資格（必須）

● IT業界におけるフィールドセールスの経験 (5～8年以上、できればSaaS Solutionが望ましい)

● 戦略的にアカウントプラニングを行い、新規顧客開拓、既存顧客とのリレーション構築を行う能力があること

● クオーター達成の実績があること

● CxOレベルや他ステークホルダーとROIやビジネス指標について話せる能力

● 変化やスピード感のある環境を楽しめるマインドセット

● ビジネス英語 (スピーキングについては、流暢でなくともアレルギーがない方であれば検討可)

Why You’ll Love It Here:

Gainsight is a place where innovation is shaped through collaboration, curiosity, and a shared focus on solving real-world problems. With a growing suite of products across customer success, product experience, community, education, and AI-powered relationship intelligence, we continue to evolve with the needs of our customers. When people with diverse strengths, a strong sense of community, and true passion for our mission come together, they drive greater impact and create lasting value. What underpins it all is a culture that offers the stability, trust, and support that people need - not just to do the job, but to show up as themselves and feel connected to the work they do. Gainsters love working here for several reasons. Here are a few:

Our Compensation and Benefits: At Gainsight, we believe great work happens when teammates feel fully supported.

• We offer a comprehensive benefits package including annual health check support (up to ¥15,000/year), commuting allowance, and enrollment in all statutory insurance programs such as health, pension, employment, and accident coverage. Teammates also benefit from a flexible hybrid work environment. You'll also enjoy dedicated Recharge Holidays - one long weekend each quarter to relax and reset.

Our Core Values: We are guided by our values and our mission to be living proof you can win in business while being Human-First. Learn more here.

Our Growth Opportunities: From mentoring to career development opportunities, we’re passionate about helping our teammates learn, grow, and thrive.

Our Parody Videos: No explanation needed. Just watch them here!

If this sounds like the right role for you, we’d love to hear from you.

Additional Information:

We’re committed to creating an inclusive, fair, and transparent hiring process. As an equal opportunity employer, we celebrate diversity and are committed to creating a welcoming experience for all candidates.

If you require accommodations or have questions about how your personal data will be used during the hiring process, please contact [email protected].

If you’re applying for a role through an Employer of Record (EOR) or contractor arrangement, please note that employment terms and benefits are managed by the EOR or may not apply to non-EOR contractors.