Strategic Account Executive

Job Description:

• Develop and execute account plans for a focused portfolio of approximately 5–7 named Tier 1 utilities
• Create opportunities through targeted outreach, industry relationships, partners, events, and insight-led engagement
• Maintain sufficient pipeline coverage to deliver against annual and multi-year revenue goals
• Drive discovery, qualification, solution shaping, value engineering, commercial proposals, RFI/RFP responses, procurement, negotiation, and contracting through close
• Build trusted relationships across executive sponsors, operational and functional leaders, technology and security teams, procurement, finance, legal, and other key influencers
• Identify champions, blockers, decision criteria, and the path to approval
• Coordinate Product, Solutions Engineering, Customer Success, Services, Partnerships, and executives throughout each pursuit
• Establish clear roles, next steps, decision gates, and accountability
• Leverage understanding of utility procurement cycles, regulatory dynamics, long sales cycles, and risk-averse decision-making
• Maintain accurate CRM data, opportunity plans, mutual action plans, pipeline reporting, and forecasts
• Surface risks early and provide a clear point of view on how to create momentum
• Translate customer feedback, competitive intelligence, procurement patterns, and regulatory or market developments into input for product strategy, positioning, and the GTM playbook
• Build the business case, coordinate the full Gigawatt pursuit team, close an initial deployment, and remain accountable for major module and platform expansion
• Report to GTM leadership and work closely across Gigawatt teams

Requirements:

• 10+ years of enterprise software sales experience
• Strong track record of originating and closing net-new business
• Demonstrated success personally closing complex, multi-year, seven-figure platform or transformation agreements with large enterprises
• Ability to build compelling business cases, quantify value, and communicate effectively with board-level, executive, operational, and technical stakeholders
• Strong strategic account-planning skills, including identifying champions, economic buyers, decision-makers, and potential sources of resistance
• Technical curiosity and ability to develop fluency in an AI-native, data-intensive platform and its role within a customer's enterprise architecture
• Builder’s mindset with the ability to operate with pace, ambiguity, limited playbooks, and high personal accountability in an early-stage environment
• Excellent written, presentation, negotiation, and executive communication skills
• Experience with modern CRM, pipeline management, and rigorous forecasting practices
• Preferred: Experience selling into utilities, energy, or other regulated and infrastructure-intensive industries such as telecom, government/public sector, or similar
• Preferred: Existing relationships and executive network within utilities and/or energy
• Preferred: Experience selling AI, data, cloud, or other technically complex enterprise platforms
• Preferred: Experience within a high-growth, early-stage or scale-up software company
• Bachelor's degree or equivalent practical experience; advanced degree is a plus

Benefits:

• Competitive salary and equity package
• Comprehensive health insurance
• Remote work flexibility
• 401k match
• Opportunity to shape a transformative AI product in a vital industry working with a rock-star team
• Collaborative culture focused on innovation and impact