Strategic Account Executive

About the role

Gridsight is a rapidly growing GridTech startup accelerating global electrification and decarbonisation by building a software platform for electricity utilities that enables modernised grid operations and transformational capabilities such as dynamic grid management. The opportunity is estimated at over $1B ARR. Founded in Australia—the world’s most advanced/decentralized electricity distribution grid (over 40% of homes have rooftop solar)—Gridsight already works with more than 50% of Australian utilities. The US market is beginning to catch up, and Gridsight has partnered with a Top 5 US utility as a lighthouse customer to pioneer the platform in the USA. Sales cycles are gruelling, with ACVs from $1M to $10M, and ARR has grown 3.4× in the past six months. To date, sales have been founder/generalist-led, and the company is now seeking a hungry, creative, and experienced Strategic/Enterprise Account Executive to drive commercialisation efforts in the US. You will play a pivotal role in developing and executing strategies to land new business and expand existing customers, building the sales foundation of an early-stage, category-defining company that is changing the world for the better.

Responsibilities

• Prospecting and Pipeline Development: Identify, target, and engage high-potential utility accounts, initiating outreach and 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 over and accelerate the existing sales pipeline, driving 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 addressing customer pain points and highlighting 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 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 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 influence stakeholders.
• Excellent negotiation and closing skills with a history of navigating complex, multi-stakeholder deals.
• Knowledge of challenges and trends in utilities and energy sectors, including grid modernisation, 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 organisation.
• Keenness to travel for client meetings and industry events—heavily in-person in a relationship/trust-centric industry.

Compensation

• Compensation structure: 50/50 base/OTE commission, uncapped with accelerating commission.
• Option to trade some commission for ESOP available.
• Table-stakes benefits include PTO, health care, a $2,500 wellness stipend, and parental leave.

What We Offer

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