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
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.