Strategic Account Executive

Key Responsibilities

• Prospecting and Pipeline Development
• Identify, target, and engage high-potential utility accounts, initiating the outreach and sales process from the ground up.
• Develop and execute account plans that position our SaaS solutions as the go-to choice for electricity utilities.
• Takeover the existing sales pipeline, and accelerate its growth, working to drive consistent lead generation and qualification.
• Sales Execution
• Own the full sales cycle, including prospecting, discovery, proposal development, negotiation, and contract closure with ACVs ranging from $1M to $10M+
• Conduct impactful presentations and demonstrations to senior stakeholders, including C-level executives and utility leadership teams.
• Develop compelling business cases and ROI analyses to address customer pain points and highlight the value of Gridsight’s platform.
• Relationship-Building and Thought Leadership
• Develop trusted relationships with key decision-makers and influencers at utility companies, including C-level executives and senior leadership.
• Act as a consultant, providing thought leadership and industry insights to help utilities solve key business challenges with our software.
• Represent Gridsight at industry conferences, trade shows, and webinars, building credibility and expanding networks.
• Collaboration Across Teams
• Partner closely with Solutions Engineering, Product, and Customer Success to ensure a seamless transition from sales to implementation.
• Work closely with Marketing, Product, and Customer Success teams to ensure alignment in messaging, customer needs, and product development.
• Provide valuable customer feedback to help shape product roadmaps and refine go-to-market strategies.
• Improving the Sales Foundation
• Work within the commercial leadership team to define and refine the sales strategy, positioning, and messaging tailored for the utility sector.
• Contribute to building playbooks, sales training programs, and best practices that will guide future hires as the team scales.
• Sales Performance and Reporting
• Meet or exceed sales targets, managing your quota-driven results effectively.
• Use CRM systems to track sales activity, maintain pipeline integrity, and provide regular reports to leadership.

Qualifications

• Experience 6+ years of enterprise sales experience, with a focus on net-new business development in SaaS or enterprise technology.
• Proven track record of consistently meeting or exceeding revenue targets with ACVs ranging from $1M to $10M+
• Demonstrated success in developing and executing sales strategies from the ground up in early-stage sales environments.
• Experience selling to regulated industries, such as utilities, energy, telecommunications, or government is preferred.

Skills

• Exceptional prospecting and pipeline-building skills, with the ability to identify and engage key decision-makers.
• Strong consultative selling skills, with expertise in articulating complex value propositions and delivering ROI-driven business cases to affect influence.
• Excellent negotiation and closing skills, with a history of navigating complex, multi-stakeholder deals.
• Knowledge Interest in the challenges and trends in the utilities and energy sectors, including grid modernization, sustainability, and regulatory dynamics.
• Strong understanding of enterprise SaaS, cloud-based platforms, and subscription business models.

Attributes

• Self-starter with a proactive, results-oriented mindset and a passion for growth.
• Exceptional communication and interpersonal skills, with the ability to build rapport and trust quickly.
• Comfortable with ambiguity and excited by the opportunity to help define and shape the future of the sales organization.
• Keenness to travel for client meetings and industry events - heavily in-person (relationship/trust-centric) industry.

Compensation Package

• Whatever’s required for the best in market - this is one of our highest leverage roles - we are seeking the best and have the ability to pay for it.
• Rough expectations: Compensation structure to be 50/50 base/OTE commission
• Uncapped, accelerating commission
• Option to trade some commission for ESOP available
• And all the table stakes stuff like PTO, health care, $5k wellness stipend and parental leave.