Role Overview

Own the post-sale customer relationship for a defined portfolio of accounts, serving as the primary point of accountability for net revenue expansion, retention, and executive alignment
Build and sustain CxO-level relationships across supply chain, operations, finance, and IT, positioning GAINS as a strategic partner rather than a transactional vendor
Develop and execute account plans that map customer business objectives to GAINS platform capabilities, define expansion roadmaps, and document measurable value delivery milestones
Lead solution-based conversations with customers to surface new use cases, unmet needs, and strategic priorities that GAINS can address through expanded deployment or additional modules
Partner with Customer Success and Professional Services to ensure customers are progressing toward their KPIs and that value delivered is documented, quantified, and communicated at the executive level
Own the full commercial cycle for expansion opportunities within existing accounts, including deal structure, contract negotiation, and forecast management in Salesforce
Conduct regular executive business reviews (QBRs and EBRs) to communicate platform value, share industry benchmarks and supply chain trends, and introduce new capabilities aligned to customer priorities
Manage pipeline health and opportunity progression using MEDDIC, maintaining accurate forecasts and account documentation in Salesforce
Serve as the internal voice of the customer, providing structured feedback to Product, Customer Success, and Marketing on roadmap gaps, competitive dynamics, and evolving customer needs
Represent GAINS at customer sites, industry events, and GAINS Summit to deepen executive relationships and strengthen account presence

Requirements

7-10 years of experience in enterprise SaaS sales or strategic account management, with a consistent record of quota attainment and net revenue retention across a complex, multi-stakeholder book of business
Direct experience selling into or managing accounts in supply chain planning, inventory optimization, S&OP, ERP, or adjacent enterprise software categories
Proven ability to build and maintain CxO and VP-level relationships across supply chain, operations, and finance functions, serving as a credible peer and trusted advisor
Demonstrated track record of identifying and closing expansion revenue within existing accounts through solution-based selling, including upsells, cross-sells, and expanded platform deployments
Familiarity with MEDDIC or equivalent sales qualification frameworks, applied to both new opportunity development and renewal and expansion cycles
Experience managing commercial negotiations including renewals, multi-year agreements, and upsell structures in coordination with finance and legal
Proficiency with Salesforce for pipeline management, forecast hygiene, account documentation, and opportunity progression
Excellent communication and executive presentation skills, with the ability to translate platform capabilities and ROI metrics into strategic business language for non-technical audiences
Bachelor's degree in Business, Supply Chain, or a related discipline; equivalent experience considered

Tech Stack

Benefits

Competitive base salary with uncapped variable compensation tied to retention and expansion performance
Comprehensive benefits including premium health coverage, generous PTO, and professional development support
A collaborative, low-bureaucracy culture where great ideas win and results are celebrated

GAINS

Open Positions (1)

Sales

Sales Account Manager