Job Description:
Why Gainsight?
We are ranked #1 on Glassdoor’s 2023 Best Place to Work List. Here’s why.
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 build durable businesses. Gainsight offers a powerful set of customer success, product, community and education solutions that enable businesses to scale efficiently, create alignment, and have a holistic view of their customers—all of which help increase product adoption, prevent churn, and grow renewals and expansions. Thousands of companies use our software, including nearly 200 publicly traded organizations and industry leaders such as GE Digital, SAP Concur, and Zendesk. We have offices in the US, UK, Netherlands, Israel, Japan, and India.
Gainsight joined the Vista Equity Partners portfolio in 2020. In 2021, we won their Excellence in Engineering award for our product and engineering advancements.
Gainsight has also been named one of the top 100 private cloud companies 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 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.
Gainsight is seeking a Business Strategy and Operations Lead for the Staircase AI business with a primary focus on Go-to-Market (GTM) strategy and execution. In this highly visible role, you will serve as the “quarterback” of our GTM functions—driving alignment and coordination across Marketing, Sales, and Post-Sales teams. You will also collaborate closely with Product Management and Engineering to ensure the market’s voice and customer insights inform product development. The ideal candidate has strong analytical skills, an MBA, and direct customer-facing or sales experience. You will be a critical driver of growth, operational excellence, and cross-functional synergy.
Strategic Planning & Execution
Collaborate with senior leadership to define and refine the business unit’s GTM strategy.
Develop, maintain, and track a roadmap of key initiatives tied to organizational objectives.
Measure performance against goals, reporting outcomes, and recommending strategic adjustments.
Cross-Functional Coordination
Act as the central conduit between Marketing, Sales, Post-Sales (Customer Success, Support, Professional Services), Product Management, and Engineering.
Facilitate continuous feedback loops, ensuring customer insights and market trends shape product development and future releases.
Oversee resource allocation, project timelines, and deliverables across all GTM initiatives.
Data Analysis & Insights
Analyze and synthesize data from multiple sources (e.g., lead generation, pipeline metrics, customer feedback) to surface trends and strategic recommendations.
Partner with Product Management and Engineering to incorporate actionable insights into product roadmaps and feature prioritization.
Identify operational bottlenecks and propose improvements in processes, tools, or workflows.
Financial & Operational Oversight
Work with Finance and department leads to build budgets, forecasts, and cost-benefit analyses for GTM and product-related initiatives.
Monitor spend versus budget and evaluate ROI, ensuring alignment with overall business objectives.
Implement best practices for operational efficiency, driving accountability across teams.
Support contract negotiations, pricing strategies, and partner agreements as needed.
Customer intelligence & Relationship Management
Represent Staircase AI in key customer or partner discussions, strengthening relationships and gathering firsthand market feedback.
Qualitative customer insights - Attend/Review customer and prospect calls to gather qualitative data points and deeper understanding.
Education:
MBA required, with a focus on strategy, operations, or related business disciplines.
Experience:
2–5 years in a customer-facing, sales-oriented, or business operations role.
Demonstrated success leading cross-functional teams, including Product/Engineering stakeholders, to drive initiatives to completion.
Skills:
Strong analytical and problem-solving capabilities; adept at translating data into actionable insights.
Excellent communication and interpersonal skills, able to influence stakeholders at all levels.
Ability to operate effectively in a fast-paced environment, juggling multiple priorities and deadlines.
Impact & Growth: Work on strategic, high-impact initiatives shaping the company’s trajectory.
Collaboration: Partner with diverse teams—Marketing, Sales, Product Management, Engineering, and more.
Innovation: Leverage cutting-edge technology and data-driven insights to guide product evolution.
Culture: Join a supportive environment focused on personal development, teamwork, and continuous learning.
If you’re ready to lead critical GTM efforts while collaborating with Product and Engineering teams to drive innovation, we encourage you to apply. Please submit your resume and a brief cover letter highlighting your relevant experience and career goals.
Job Description Summary
Gainsight is seeking a Business Strategy and Operations Lead for the Staircase AI business with a primary focus on Go-to-Market (GTM) strategy and execution. In this highly visible role, you will serve as the “quarterback” of our GTM functions—driving alignment and coordination across Marketing, Sales, and Post-Sales teams. You will also collaborate closely with Product Management and Engineering to ensure the market’s voice and customer insights inform product development. The ideal candidate has strong analytical skills, an MBA, and direct customer-facing or sales experience. You will be a critical driver of growth, operational excellence, and cross-functional synergy.