Strategic Account Executive

Company & Role Overview

Gridsight is a rapidly growing GridTech startup that is accelerating global electrification and decarbonisation. We are building a vertical SaaS 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 grueling sales cycles but $1M – $10M ACVs and are on track to 3x ARR from 1 Oct ’25 to 31 Mar ’26. Founder/generalist‑led sales to date.

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.
  • Take over 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 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 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.

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.