About the role
Company & Role Overview
Gridsight is a rapidly growing GridTech startup that is accelerating global electrification and decarbonisation. We are building a software platform for electricity utilities that enables utilities to modernise grid operations and unlock transformational new capabilities such as dynamic grid management. The opportunity is enormous ($1B+ ARR).
We were founded in Australia, the world’s most advanced/decentralized electricity distribution grid (over 40% of homes in Australia have rooftop solar), and are already working with over 50% of Australian utilities. The US market is beginning to catch up and we have partnered with a Top 5 US utility and lighthouse customer, to pioneer our platform in the USA. We have gruelling sales cycles but $1M - $10M ACVs and have grown ARR 3.4x the past 6 months. Founder/generalist-led sales to-date.
We are seeking a hungry, creative and experienced Strategic/Enterprise Account Executive to drive our commercialization efforts forward in the US. You will play 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 that is changing our world for the better.
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, $2.5k 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
Originally posted on Himalayas