Director of Sales Development

Why Gainsight?

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 achieve durable growth through customer-led growth strategies (Gainsight CS), product-led growth strategies (Gainsight PX), and community-led growth strategies (inSided). With Gainsight, it’s never been easier for customer success, product, and community engagement teams to scale efficiently, create alignment, and have a holistic view of their customers—all of which help increase product adoption, prevent churn, and grow customer communities. Our software is used by hundreds of companies, including nearly 200 publicly traded organizations and industry leaders such as GE Digital, SAP Concur, and Box.

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

A remote-friendly company, we have offices in the US, UK, Netherlands, Israel, and India. Gainsight was certified as a Great Place to Work in 2021. It has also been named as one of the top 100 private cloud companies in the world 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 core 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. 

Job Description

The Director of Sales Development will collaborate across the sales and marketing leadership teams to design and execute our global Sales Development Representative (SDR) strategy for inbound and outbound motions.   As the unbreakable link between sales & marketing, you partner effectively and enthusiastically with both teams to make sure there is a seamless, timely transfer of qualified, nurtured leads to sales in all our segments:  Enterprise, General Markets, EMEA and Verticals.  You understand the nuances of each market and align your teams’ resources and outreach motion (inbound / outbound) to best support those nuances.

Your team will generate pipeline by scheduling qualified first meetings for Account Executives from inbound leads and outbound prospecting into our target accounts. You will provide leadership, strategic planning, training and tool development to maximize the team’s impact to hit their numbers every month. Your collaboration with the GTM teams will deliver success for all. The Sales Development team is often the first interaction with prospective customers and is key to our success.  First impressions matter!

The Mission 

• Recruit, train and manage a global SDR team responsible for inbound lead follow up and outbound prospecting into our target accounts. Our segments are Enterprise, General Markets, EMEA and HCIT
• Create a career playbook for SDRs that offers a rewarding, fulfilling path for early career teammates that will successfully transition high performers into all areas of the Gainsight business. Your expectation setting, management and mentoring over time will set them up for career success for whatever path they choose. Effort, grit and results are rewarded
• Design a best in class SDR organization that complements the Gainsight GTM motions and culture. Iterate on the SDR playbook, continuously using experimentation and industry best practices.
• Build collaborative, successful relationships with Account Executives and Sales Leaders across the US and EMEA - their success is your success
• Make Every Month is your mantra. You are results driven and customer obsessed
• Manage to and report on a full suite of SDR metrics. Closely track individual performance vs quota and report on individual and team attainment
• Working in partnership with the Field Marketing, Content Marketing and Demand Generation teams, you will design and execute SDR programs to drive quality, early stage pipeline to achieve your monthly goals
• Collaborate closely with Sales to ensure pipeline converts to late stage 
• Ensure the right team cadence / structure is deployed, including 1:1 shadowing, coaching and mentoring of SDRs. It is critical to your success to build a performance culture for the SDR team
• As one of our 4 pipeline generating teams, represent the SDR function at the weekly pipeline meetings - be ready to report out on campaign follow up, inbound volume, conversion, plus outbound tactics and results

Required skills

 What We're Looking For

• 8+ years of SDR sales management experience, you have built and managed a high performing, motivated all bound SDR team
• Proven success as a Sales leader, in a B2B SaaS company - you likely started your career as an SDR and you’ve closed deals too
• Experienced first and second line manager
• Developed and deployed a global SDR strategy for a $1bn company
• You know the technology landscape - expert in LI Navigator, Marketo, Salesforce, Outreach, ZoomInfo/DiscoverOrg, Connect and Sell etc

Why You’ll Love It Here

Your job should never be a barrier to your happiness—it should be an avenue to achieve it. At Gainsight, we’re passionate about achieving our goals—at the office and everywhere—and we work every day to create an environment that nurtures our best selves.

Here are our 5 core values: 

• Golden Rule: We try to practice the Golden Rule by exercising reliability, trust and giving back to each other and our community.
• Success for All: We believe in 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 to think more, not do more.

Some other reasons that Gainsters love working here:

• Our Customers: 700+ happy customers. ‘Nuff said.
• Our Pulse Community: Some of the brightest and nicest professionals, colleagues, and friends make up our 20k+ strong Pulse community.
• Our CEO: With a 99% approval rating on Glassdoor, Nick Mehta is one of the most beloved CEOs in Silicon Valley. 
• Our Gainsters: 1200+ (and growing!) smart and friendly teammates around the world.
• Our Pulse Impact program: We are committed to advancing an equitable, human-first industry culture by addressing professional barriers to success and promoting an inclusive community that reflects the diverse world around us.
• Our Parody Videos: No explanation needed, just watch them here!

Benefits include medical, dental, vision, short and long-term disability, life insurance, 401k available on the first day of the month after start date, and flexible PTO.

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

Pursuant to the San Francisco Fair Chance Ordinance, where applicable, we will consider for employment qualified applicants with arrest and conviction records.

By joining the Gainsight team, you’ll have a unique opportunity to make your mark at a high-growth company and have loads of fun doing it. Come join us!