Job detail for 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 , 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).

**Job **

As an Account Executive responsible for major Japanese clients, you will handle everything from new customer acquisition to expanding business opportunities through upsells and cross-sells.

● Continuously maintain a thorough understanding of the products, services, and best practices provided by Gainsight.

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

● Act as a domain expert for your assigned industry and territory, responding to customer inquiries and guiding them by suggesting approaches to solve challenges for their future growth.

● 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 (e.g., 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.

Qualifications (Required)

● 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, provided they do not have language barriers).

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 askTS@gainsight.com.

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.