Gainsight

• Execute complex software implementation projects while partnering closely with executive-level client sponsors to ensure alignment on scope, timeline, and desired business outcomes. • Drive onboarding efforts for new and existing customers, prescribing best-practice recommendations that tie directly to their objectives. • Develop and maintain detailed project plans, work breakdown structures, and communication cadences to ensure on-time, on-budget delivery. • Track project scope and, when necessary, estimate and execute change orders in partnership with the customer. • Produce comprehensive weekly status reports and executive communications to keep internal and external stakeholders informed. • Proactively identify project risks and issues, developing and executing mitigation plans to maintain project health. • Coach and mentor project team members (often across multiple time zones) to facilitate effective teamwork and knowledge transfer. • Contribute to the continuous improvement of Professional Services by creating templates, policies, and tools that scale our delivery capabilities.

• Own end-to-end accountability for complex, multi-workstream customer engagements, including scope, timelines, budget, and risk management. • Partner with executive stakeholders to define success criteria, governance structures, and outcome validation frameworks. • Translate business objectives into structured delivery plans, work breakdown structures, and cross-functional execution models. • Drive disciplined scope control, change management, and financial oversight across strategic engagements. • Coordinate cross-functional teams including Solution Architecture, Customer Success, Product, and Engineering to ensure aligned delivery. • Identify and proactively mitigate risks across technical, operational, and organizational dimensions. • Ensure technical solutions are architecturally sound by partnering with technical teams, without serving as the primary engineer. • Lead steering committees and executive status reviews, communicating progress, risks, and outcome alignment. • Develop reusable playbooks, governance frameworks, and strategic delivery standards to elevate the broader Professional Services practice. • Mentor Senior TPMs and contribute to leadership capability within the team.

• Use dashboards and reports (Salesforce, Sigma, Gainsight) to pull together a regular view of pipeline health, rep performance, and forecast accuracy for the NA Sales leader • Spot patterns and anomalies in the data and flag them to the team with a clear summary of what you’re seeing • Work with the Revenue Operations tech team to flag data quality issues and support improvements to our core sales tools (Salesforce, Gainsight, Gong.io) • Run ad hoc analyses to support annual planning inputs such as territory design and quota distribution • Identify, evaluate, and implement new AI technologies that improve seller productivity and pipeline visibility (Notion, Claude, Gong.io, Gainsight) • Build working relationships with teams like Demand Gen, Customer Success, and Product by sharing pipeline updates and helping coordinate on shared go-to-market initiatives • Communicate cross-functional requests clearly and follow up to keep shared work on track • Identify process gaps that slow down sellers or create unnecessary friction, and raise them with the right teams • Proactively identify ways to make day-to-day work easier for frontline sellers and sales managers, using provided tech stack and AI • Assist with annual planning activities such as pulling territory data, organizing quota inputs, and maintaining headcount tracking lists • Track sales incentive plan performance and flag discrepancies or anomalies to Sales Comp, Finance, and leadership for follow-up • Help maintain the NA Sales team’s process documentation and operating playbook, keeping it current and easy to use • Support the North America Sales leader with day-to-day operational needs, helping turn priorities into action • Help coordinate recurring sales meetings and reviews by preparing agendas, taking notes, and following up on action items for QBRs, pipeline reviews, and weekly forecast calls • Draft internal communications and meeting materials (e.g. summaries, recaps, follow-up notes) on behalf of the NA Sales leader • Track open action items and key initiatives, helping keep the sales leadership team on schedule and accountable

• 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

• Operate day-to-day execution of renewals across the delivery team and managed service partner • Manage capacity, coverage, and team structures across customer portfolios • Ensure delivery meets defined service levels, quality standards, and customer expectations • Translate strategy into workflows, playbooks, and execution frameworks • Continuously iterate early-stage motions into repeatable, scalable playbooks as the business grows • Drive gross revenue retention across assigned portfolios, with focus on scaled long-tail renewals • Deliver consistent, data-driven renewal forecasting • Identify and resolve risks early with gap plans; establish clear escalation standards • Proactively bring action plans to customers that get ahead of known process gaps • Build multi-level customer relationship maps to effectively engage with supporters and decision makers • Deliver recurring exec-level performance updates and quarterly business reviews • Continuously seek scope growth aligned with performance and capability • Influence change and improvements through best practices • Hire and develop Renewal Managers and frontline operators as growth scales • Establish clear accountability for performance, productivity, and outcomes • Design the internal team model that scales alongside the AI delivery layer • Maintain execution discipline across a distributed organization • Leverage leading KPIs to influence lagging performance metrics • Define how work is allocated across AI agents and human operators • Standardize processes to reduce variability and improve consistency • Enforce pricing, concessions, and escalation guardrails • Work with Product and Engineering to improve workflows, tooling, and AI agent capability • Partner with Revenue Operations on forecasting, reporting, and systems • Align with Customer Success and Sales on engagement and escalation models.

• Serve as a primary point of contact for teammate questions and requests, delivering a high-touch, service-oriented experience. • Manage the Zendesk service desk queue, ensuring requests are addressed accurately and within established service levels. • Support employee lifecycle processes including onboarding, offboarding, employee changes, documentation, and general People Operations administration. • Partner closely with People Strategy Partners to provide operational support and ensure a seamless teammate experience. • Maintain accurate employee records, process documentation, and People Operations resources. • Identify opportunities to improve processes, increase efficiency, and enhance the teammate experience. • Own and continuously improve the onboarding experience for new hires globally, from pre-boarding through 90-day integration. • Facilitate engaging onboarding sessions that help new teammates feel connected, informed, and set up for success from day one. • Develop and maintain onboarding resources, playbooks, checklists, and self-service materials. • Partner with IT, Finance, Hiring Managers, and People Strategy Partners to ensure a seamless onboarding experience. • Coordinate onboarding logistics, communications, and required documentation. • Track onboarding metrics and new hire feedback to identify opportunities for improvement. • Serve as the primary People Team contact for workplace operations across Gainsight's global office locations. • Partner with local office contacts, building management, and vendors to support workplace needs and resolve issues as they arise. • Coordinate office-related projects, including office openings, relocations, expansions, and workplace improvements. • Manage workplace vendors, contracts, renewals, and related budgets. • Partner with IT and hiring teams to ensure teammates have the workspace access, equipment, and resources needed for a successful first day. • Monitor workplace expenses and identify opportunities for operational efficiencies and cost savings. • Plan and execute teammate engagement initiatives, recognition programs, and employee events across a global workforce. • Manage onboarding swag, Gainversary gifts, company merchandise, and related inventory. • Coordinate shipping and logistics for onboarding materials, teammate recognition programs, gifts, and company events. • Partner with Executive Assistants, Teammate Resource Groups (TRGs), and business leaders to support company-wide events and celebrations. • Support initiatives such as Gainsight Gives, CSR activities, wellness programs, and cultural celebrations. • Gather participation data and teammate feedback to continuously improve engagement programs and teammate experiences.

• Shape and scale our GTM analytics function by building AI-enabled, self-service intelligence. • Drive a more self-service analytics environment so teams can answer routine questions independently. • Lead the shift from static reporting toward AI-powered workflows. • Own the analytics foundation for our Sales, Customer Success, and broader GTM organization. • Build, maintain, and improve dashboards, reporting layers, and metric definitions. • Define and govern core GTM metrics for a trusted source of truth. • Identify risks and opportunities proactively by surfacing leading indicators, trend shifts, and performance gaps. • Serve as a hands-on partner to Revenue Operations, Customer Success, Sales, Marketing, and Finance.

Role Description We’re looking for a full-time Quote Analyst - Salesforce CPQ to join our G&A team reporting to the Director, Deal Desk & Contracts. This role is a remote role based in India. In this role, you’ll play a key role in enabling efficient and compliant revenue operations by supporting the end-to-end quoting and contracting process across multiple regions with accuracy and precision. This is a great opportunity for someone who thrives in a fast-paced, cross-functional environment and enjoys working with teams like Sales, Legal, and Finance. The ideal candidate brings strong skills in attention to detail, process management, and stakeholder coordination. What You'll Do - Prepare, review, and manage accurate, timely quotes within Salesforce CPQ - Partner with Sales, Finance, and Legal to ensure alignment with pricing policies, contract terms, and approval workflows - Validate deal structures, contract terms, and billing schedules for accuracy and compliance - Maintain data integrity across Salesforce CPQ and contract records throughout the quote-to-cash lifecycle - Troubleshoot and resolve quoting or contract discrepancies independently - Contribute to process improvements and documentation to enhance efficiency and scalability - Collaborate with cross-functional stakeholders to minimize errors and uphold high standards of accuracy - Support global teams by working flexible hours across US and EMEA time zones, as needed - This role may require occasional travel (5%) for team meetings, training, or company events. Qualifications - 1–3 years of experience in a Quote Analyst, Sales Operations, or similar role - Working knowledge of Salesforce CPQ or comparable quote-to-cash tools - Familiarity with Salesforce Contract Management or similar contract lifecycle systems - Strong analytical, problem-solving, and data validation skills - Excellent written and verbal communication skills - High attention to detail with the ability to maintain accuracy under tight timelines - Ability to work independently while managing multiple priorities across time zones Nice-to-have skills - Experience in a SaaS or subscription-based business model - Knowledge of Salesforce reporting and dashboards - Exposure to renewals, amendments, or subscription-based quoting processes - Intermediate Excel or data analysis skills Benefits - Comprehensive benefits package including full health coverage (including OPD) - Wellness and mental health resources - Flexible remote work options - Childcare assistance - Dedicated Recharge Holidays - one long weekend each quarter to relax and reset Company Description 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.

Role Description We’re looking for a full-time Senior Manager, AI Response & Threat to join our security team reporting to the Chief Security Officer. This role is a remote role based in the United States. In this role, you’ll play a key role in helping change how we detect and respond to AI threats by helping create the direction on how to quickly detect, mitigate and respond to threats. This is a great opportunity for someone who thrives in a high performing growth environment and enjoys working cross-functionally with teams like engineering, IT, legal and product. What You'll Do: - Ability to creatively find solutions to threat detections at scale utilizing AI - Deep understanding of security operations and engineering - Focus on data and execution Qualifications - 6-9 years of relevant experience (or equivalent combination of education and experience), required. - Experience working with or ideally in a Security Operations Center - Manage globally distributed teams - Ability to find creative solutions to detection at scale - Technical security engineering experience - Cloud detection engineering across AWS, Azure and GCP Requirements - Experience managing a security operations team (Nice-to-have) - Red team experience (Nice-to-have) Benefits - The starting base salary range for this role is $165,000 - $185,000 USD annually. - This role is also eligible for commission based on performance and participation in Gainsight’s equity program. - Comprehensive benefits package including fully covered medical premiums (employee-only). - Flexible PTO. - 401(k) plan. - Dental and vision coverage. - Remote work options. - $10,000 lifetime fertility stipend. - Access to coworking spaces around the globe. - Dedicated Recharge Holidays - one long weekend each quarter to relax and reset.

• Perform red and purple team assessments, assumed breach assessments (e.g., red team engagements with a pre-deployed implant), ransomware readiness reviews (e.g., assessing susceptibility to modern ransomware threats), threat analysis, and social engineering assessments. • Conduct external and internal wireless assessments, web and mobile applications testing, and embedded system assessments. • Recognize and safely utilize attacker tools, tactics, and procedures. • Develop comprehensive and accurate reports and presentations for both technical and executive audiences. • Perform offensive technical cyber security engagements of a varied nature.