Strategic Account Executive

This is a fully remote position, open to applicants in United States.

📋 Description

• Formulate and implement account strategies for a select group of approximately 5–7 designated Tier 1 utility companies.

• Generate opportunities through focused outreach, industry connections, partnerships, events, and insight-driven engagement.

• Ensure adequate pipeline coverage to meet annual and multi-year revenue targets.

• Lead the processes of discovery, qualification, solution development, value engineering, commercial proposals, RFI/RFP submissions, procurement, negotiation, and contracting until closure.

• Cultivate trusted relationships with executive sponsors, operational and functional leaders, technology and security teams, procurement, finance, legal, and other influential stakeholders.

• Recognize champions, blockers, decision criteria, and the pathway to approval.

• Coordinate teams across Product, Solutions Engineering, Customer Success, Services, Partnerships, and executives during each engagement.

• Define clear roles, next steps, decision points, and accountability.

• Utilize knowledge of utility procurement cycles, regulatory conditions, long sales processes, and risk-averse decision-making.

• Keep CRM data, opportunity plans, mutual action plans, pipeline reports, and forecasts up to date.

• Identify risks early and provide actionable insights to foster momentum.

• Convert customer feedback, competitive insights, procurement trends, and regulatory or market changes into contributions for product strategy, positioning, and the GTM playbook.

• Develop the business case, coordinate the entire Gigawatt pursuit team, secure an initial deployment, and maintain accountability for significant module and platform growth.

• Report to GTM leadership while collaborating closely with various Gigawatt teams.

⛳️ Requirements

• Over 10 years of experience in enterprise software sales.

• Proven history of generating and closing new business opportunities.

• Demonstrated ability to personally finalize complex, multi-year, seven-figure agreements involving platform or transformation with large enterprises.

• Capacity to construct compelling business cases, quantify value, and communicate effectively with board-level, executive, operational, and technical audiences.

• Strong skills in strategic account planning, including identifying champions, economic decision-makers, and potential sources of resistance.

• Technical curiosity and the ability to gain fluency in an AI-native, data-intensive platform and its integration within a customer's enterprise architecture.

• A builder’s mindset, capable of functioning with urgency, within ambiguity, limited frameworks, and maintaining high personal accountability in an early-stage setting.

• Exceptional written, presentation, negotiation, and executive communication skills.

• Experience with contemporary CRM systems, pipeline management, and diligent forecasting methodologies.

• Preferred: Experience in selling to utilities, energy, or other regulated and infrastructure-heavy sectors such as telecommunications, government/public sector, or similar fields.

• Preferred: Established relationships and an executive network within utilities and/or the energy sector.

• Preferred: Background in selling AI, data, cloud, or other technically advanced enterprise platforms.

• Preferred: Experience within a high-growth, early-stage, or scaling software organization.

• Bachelor's degree or equivalent practical experience; advanced degrees are a plus.

🏝️ Benefits

• Competitive salary and equity compensation package.

• Comprehensive health insurance coverage.

• Flexibility for remote work.

• 401k matching program.

• Opportunity to contribute to shaping a transformative AI product in a crucial industry while collaborating with a talented team.

• A culture of collaboration focused on innovation and impact.