Strategic Account Manager, Australia and New Zealand

Electricity grids are undergoing the most significant transformation in a century. The shift to renewables, the proliferation of rooftop solar, batteries and EVs, and the increasing complexity of distribution networks are forcing utilities to operate their grids in fundamentally new ways. Gridsight's vertical SaaS platform uses data, ML and AI to help grid operators modernise their operations and unlock transformational new capabilities. We deliver visibility into the grid edge, faster renewable connections, and real-time orchestration of distributed energy. The opportunity is enormous ($1B+ ARR).

We're embedded with over 50% of Australia's distribution networks, more than 30% in New Zealand, and have one of the top 5 US utilities as our lighthouse. Airtree led our Series A, we grew ARR 3.4x in the last six months, and we're on the path to building the first truly generational utility software company. But some of the biggest opportunities in our home market are still on the table. That's where you come in.

The Role

As a Strategic Account Executive at Gridsight, you own the commercial future of a slice of the ANZ market end to end: winning the networks we haven't yet, and growing the largest and most strategic ones we have.

This is a genuine sales role, built for a hunter. You'll chase and close some of the largest, most consequential deals in the Australian energy sector. These are multi-million-dollar, multi-year subscriptions that put entire grid modernisation programs on our platform. And you'll grow the customers you own all the way to our full product suite, from visibility into connections and orchestration.

You'll work alongside our Customer Solutions Engineers, who own delivery, and our Power Engineers, who bring deep electrical and grid-domain expertise. When a network's executives or engineers want to go deep, you'll have the technical firepower in the room to back you. You'll report to the ANZ General Manager and sit at the heart of our ANZ commercial team.

What you'll do

Win new logos

• Own the full sales cycle for the networks we haven't yet signed: prospecting, discovery, business case, proposal, negotiation and close, with ACVs in the millions.
• Build and run account plans to break into the largest remaining networks in the market.
• Get in front of the right executives early, and earn the credibility to be the person they call, trust and rely upon.

Expand existing customers to full suite

• Move the customers you own up the product suite, from visibility into connections and orchestration, identifying, scoping and closing expansion as their needs grow.
• Build the commercial case for the next investment, working with Customer Solutions Engineers and Power Engineers to surface the value we're already delivering and turn it into the next deal.
• Treat every account as a growth target, not a renewal to defend. You're measured on what you add; retaining customers is table stakes.

Lead the account

• Set the strategic direction for each account: what success looks like, what has to happen to get there, and how Gridsight positions itself for the long term.
• Own and develop trusted relationships with key stakeholders across your accounts, including execs, senior operational leaders and procurement.
• Run Quarterly Business Reviews that go beyond status updates: reinforce value delivered, surface emerging challenges, and position Gridsight as a long-term transformation partner.
• Connect what's happening on the ground to what the economic buyer cares about, translating technical progress into commercial language that resonates.

What you'll bring

• 6+ years in enterprise or strategic sales, including a genuine track record of winning net-new business, ideally in SaaS, enterprise technology or complex B2B.
• Demonstrated success owning the full cycle on large, multi-stakeholder deals (from prospecting through to close), as well as growing existing accounts.
• Experience navigating complex buying environments involving executives, technical users and procurement.
• A pattern of high performance over time. Not a one-off big year, but a consistent record of exceeding what's expected of you.
• Exposure to the Australian energy sector, utilities or regulated industries is valuable but not essential. The curiosity and drive to learn it fast is.

Who you are

• Hungry. You want to win, you chase deals others would wait on, and you measure yourself by outcomes, not activity.
• Commercially sharp. You spot an opportunity in a conversation, build a compelling business case, and lead a negotiation with confidence.
• Strategically credible. You can hold your own with a network COO or GM, not by knowing more about the grid than they do, but by being sharp, curious, and genuinely useful to them.
• Relentlessly curious. You dig into how our customers' world actually works. You ask excellent questions, and you never stop learning the domain.
• Resilient. Utility sales cycles are long and non-linear. You keep momentum, manage your pipeline, and don't lose the plot when a deal goes quiet.
• Self-directed. You create your own structure and clarity. You always know where your risks and opportunities sit, and you don't need someone to build the system for you.
• A clear communicator. Whether you're running a QBR with a network GM or aligning internally with a Customer Solutions Engineer, you communicate with clarity and intellectual honesty.
• Genuinely interested in the energy transition. You don't need to be a grid engineer, but you should care about what we're building and why it matters.

Compensation

• We'll pay what it takes to attract the best. This is one of our highest-leverage roles.
• Meaningful ESOP, so you share in the growth you help create.
• Commission that rewards new business and expansion.
• $2,500 WFH allowance, $2,500 health and wellness allowance, bi-annual in-person working weeks, and lunch is on us when you're in office.
• Work how you like. Fully remote, hybrid or in office, with a fresh new head office in Sydney and satellite spaces in Melbourne, Brisbane and Hobart.

What it means for you

• Work with the most impressive humans you've ever had the pleasure of working with. It's a high bar, but you'll be in great company.
• Own a patch of the market that genuinely matters, to the grid, to the energy transition, and to Gridsight's growth. You'll win the logos that define it.
• Join a well-funded, rapidly scaling company at the moment it's cementing market leadership in ANZ and expanding globally.
• Literally change the world. The energy transition is happening now, and we're at the centre of it.

Learn more

• Brendan Banfield (CEO at Gridsight) in conversation with James Cameron (Partner at Airtree)
• Learn about Gridsight’s work with Endeavour Energy to deliver flexible exports
• Learn about the problem space we’re tackling head on

Originally posted on Himalayas