Building a $235M SaaS Business by Being Human First (Nick Mehta)

We Built It Because We Had To - Tech Founder Backstories · May 12, 2026 · 38m

In this episode, I'm joined by Nick Mehta, the former CEO of Gainsight and the executive who literally wrote the book on customer success. We trace the only-in-Silicon-Valley story behind Gainsight — from a chance call in a 24 Hour Fitness parking lot, to teaming up with the Jbara founders, to scaling the business to $235M in revenue and a Vista Equity acquisition. Nick walks through what it actually took to build a category: five books, the Pulse conference, thousands of blog posts, and ground warfare to define a profession that didn't exist. We also dig into where AI is changing…