Strategic Account Executive

About the role

Gridsight is a rapidly growing GridTech startup accelerating global electrification and decarbonisation. We build a software platform for electricity utilities that enables modernisation of grid operations and unlocks transformational capabilities such as dynamic grid management. The opportunity is enormous ($1B+ ARR). Founded in Australia—the world’s most advanced/decentralized electricity distribution grid (over 40% of homes have rooftop solar)—we already work with over 50% of Australian utilities. The US market is beginning to catch up; we have partnered with a Top 5 US utility and lighthouse customer to pioneer our platform in the USA. We have gruelling sales cycles with $1M–$10M ACVs and have grown ARR 3.4x in the past six months. Founder/generalist-led sales to-date. We are seeking a hungry, creative, and experienced Strategic/Enterprise Account Executive to drive commercialization in the US, playing a pivotal role in developing and executing strategies to land new business and expand existing customers. This is a unique opportunity to build the sales foundation of an early-stage, category-defining company changing the world for the better.

Responsibilities

• Prospecting and Pipeline Development: Identify, target, and engage high-potential utility accounts; initiate outreach and own the sales process from the ground up. Develop and execute account plans positioning Gridsight’s SaaS solutions as the go-to choice for electricity utilities. Take ownership of the existing sales pipeline and accelerate its growth through consistent lead generation and qualification.
• Sales Execution: Own the full sales cycle—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 platform value.
• 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 business challenges with Gridsight’s software. Represent Gridsight at industry conferences, trade shows, and webinars to build credibility and expand networks.
• Collaboration Across Teams: Partner closely with Solutions Engineering, Product, and Customer Success to ensure seamless transition from sales to implementation. Work with Marketing, Product, and Customer Success to align messaging, customer needs, and product development. Provide 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 sales strategy, positioning, and messaging tailored for the utility sector. Contribute to building playbooks, sales training programs, and best practices to guide future hires as the team scales.
• Sales Performance and Reporting: Meet or exceed sales targets, managing quota-driven results effectively. Use CRM systems to track sales activity, maintain pipeline integrity, and provide regular reports to leadership.

Qualifications

• 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 developing and executing sales strategies from the ground up in early-stage environments.
• Experience selling to regulated industries such as utilities, energy, telecommunications, or government is preferred.

Skills

• Prospecting & Pipeline: Exceptional prospecting and pipeline-building skills; ability to identify and engage key decision-makers.
• Consultative Selling: Strong consultative selling skills with expertise in articulating complex value propositions and delivering ROI-driven business cases.
• Negotiation & Closing: Excellent negotiation and closing skills with a history of navigating complex, multi-stakeholder deals.
• Industry Knowledge: Interest in utilities and energy sector challenges and trends, including grid modernization, sustainability, and regulatory dynamics.
• SaaS Expertise: 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; ability to build rapport and trust quickly.
• Comfortable with ambiguity and excited to help define and shape the future of the sales organization.
• Willingness to travel frequently for client meetings and industry events—this is a heavily in-person, relationship- and trust-centric industry.

Compensation

Compensation structure is 50/50 base to OTE with uncapped, accelerating commission. Option to trade some commission for ESOP is available. Includes all table stakes benefits such as PTO, health care, a $2.5k wellness stipend, and parental leave.

Benefits

• Work with the most impressive humans you’ve ever had the pleasure of working with.
• Make a lot of money.
• Literally change the world.