JIM MURPHY
St. Louis,MO
Summary
Strategic and results-driven SaaS executive with a proven trajectory of scaling Gainsight from <$2M to >$200M ARR while progressing from individual contributor to Executive Vice President of Global Sales. Recognized for driving efficient growth, building resilient and high-performing teams, and fostering a customer-centric culture that delivers long-term value. Experienced in high-stakes environments, adept at aligning go-to-market strategies with business objectives, and experience in global leadership across North America, Europe, and Japan.
Overview
2025
2025
years of professional experience
1
1
Certification
Work History
Executive Vice President, Sales
Gainsight
6 2023 - Current
- Category Creator of Customer Success Software.
- Provide direction and leadership for 58 teammates including RVPs, AEs, and Solutions Consultants based in North America, EMEA, and Japan with accountability for $27M New Bookings and $21.3M in Renewals.
- Sustained strong sales performance during market challenges by introducing new operational cadence, scorecards, and data-driven coaching.
- 2024 YTD (thru Q3) booked $19.925M (109% of Q3 YTD plan) and 73% to annual plan and renewed $16.2M (131% through Q3 YTD plan) and 76% annual plan.
- Increased 26% YoY for consecutive years, reaching $1.1M in 2024 from $646k 2022.
Senior Vice President, North America Sales
Gainsight
02.2023 - 05.2023
- Led North American sales teams across SMB, Enterprise, and Strategic segments with 5 direct reports and 26 account executives.
- Promoted to EVP after 3 months and executed on organizational restructure.
Vice President, Enterprise Sales
Gainsight
01.2022 - 01.2023
- Led 3 Mid-Market and Enterprise North America teams consisting of 21 account executives responsible for $27M New Bookings (86%) and $18M Renewals (119%).
- Executed implementation of Force Management and Command Message methodology contributing to win rate and ADS improvement in segment.
- Instituted Peer Success Groups program to promote success of new hires after rapid influx of new teammates enhancing culture of continuous improvement and mutual success.
Regional Vice President of Sales
Gainsight
2 2019 - 01.2022
- Led team of 6 Enterprise Account Executives in East Region that previously never hit plan in previous 4 years achieving 112% to plan over over 3 year period booking >$33M ARR.
- Guided 90% of team members to President's Club recognition and fostered leadership development with direct report promoted to RVP.Orchestrated landing largest ACV deal ($2.5M/3 yr) opening telecom vertical expanding company SAM.
- Collaborated with Senior Management to develop and implement Buyer Aligned Sales Process and Value Messaging methodology.
Senior Strategic Account Executive
Gainsight
10.2014 - 01.2019
- First Enterprise AE covering Central Region responsible for creating market awareness and prospecting to build pipeline for $1.2M to $1.5M quota
- President’s Club: 2015 (101%), 2016 (111%), 2017 (106%)
- Acquired company’s largest new business deals 3 times ranging from $167k-$372k between 2015 and 2017
- Developed and executed company's first $1M expansion.
Senior Account Executive
TIBCO Software, Inc.
11.2012 - 10.2014
- Company Overview: Internal "start-up" providing Cloud based platform that drives communication and collaborations across enterprise
- Evangelized concept of asynchronous collaboration in Central US Region targeting large enterprises building pipeline for new TIBCO logos and Expansion Opportunities with average ARR of $75k-$200k.
- 105% Quota Achievement ($1.2M quota) in 2013 and Ranked #3 globally for TCV and ACV in 2014 at time of departure.
Education
Bachelor of Science - Personal Finance & Marketing
University of Missouri
Columbia, MOSkills
- Go-to-Market Strategy
- Customer Growth & Retention
- Key Account Penetration & Expansion
- Data-Driven Forecasting
- Territory Development and Planning
- Strategic planning and execution
Certification
- Vista Equity Partners HPLP Executive Program Graduate, 2024.
- Vista Equity Partners Sales Accelerator Leadership Graduate, 2021.
Timeline
Senior Vice President, North America Sales
Gainsight
02.2023 - 05.2023
Vice President, Enterprise Sales
Gainsight
01.2022 - 01.2023
Senior Strategic Account Executive
Gainsight
10.2014 - 01.2019
Senior Account Executive
TIBCO Software, Inc.
11.2012 - 10.2014
Executive Vice President, Sales
Gainsight
6 2023 - Current
Regional Vice President of Sales
Gainsight
2 2019 - 01.2022
Bachelor of Science - Personal Finance & Marketing
University of Missouri
Similar Profiles
Manas Ranjan SurManas Ranjan Sur
Principal Engineer at GainsightPrincipal Engineer at Gainsight
Nithin Kumar R NNithin Kumar R N
Support Engineer - CS/CE at GainsightSupport Engineer - CS/CE at Gainsight
Sai Sachin ReddySai Sachin Reddy
Software Engineer at GainsightSoftware Engineer at Gainsight