Account Manager

Job description

MISSION Gorilla is the margin intelligence platform for energy retailers. We help some of the largest energy companies in UK, Europe, the US, and Australia understand where they make and lose money, from portfolio level down to individual customer contracts. We are entering a phase where protecting and growing our existing customer base matters as much as winning new logos. Our annual renewals represent millions in recurring revenue, and every one of them is an opportunity to deepen the relationship, expand into new modules, and prove the compounding value of our platform. ABOUT THE ROLE You'll own the full commercial lifecycle of Gorilla's existing customer accounts - renewals, pricing, commercial strategy, and expansion - across a portfolio of Enterprise and Strategic accounts, primarily UK-based, with accounts also across Europe, the United States and Australia. This is a farmer role, not a hunter role: you're not chasing new logos, you're running 6–12 months ahead of every renewal, building the pricing and expansion strategy for each account, and turning retention into growth. There's no fixed playbook here.Every account sits on its own pricing history, so the role calls for real commercial creativity, not just process execution. You'll own a book of roughly £3-4m of annual renewals, measured on renewed ARR and expansion revenue from day one. Today this work sits with the CSM and the exec team on top of everything else.This hire gives our existing customers the dedicated commercial attention they deserve and frees leadership to focus on new business. You'll own renewal negotiations, pricing and packaging, contract amendments, upsell strategy, and commercial QBR content, working closely with our Customer Success Manager, who owns product adoption and day-to-day customer engagement. When usage data shows a customer nearing capacity, you build the upgrade case. When adoption is strong, you open the expansion conversation. When there's risk, you shape the retention strategy. You turn commercial signals into growth. RESPONSIBILITIES - Own the full commercial renewal process across our Enterprise and Strategic accounts, maintaining a clear, accurately forecasted pipeline of timing, risk, and expected ARR. - Build a bespoke commercial strategy for each account — using usage data, market context, and each customer's pricing history to develop compelling business cases for additional modules and deeper integration. - Act on signals surfaced by the Customer Success Manager, building the expansion case commercially before renewal conversations start. - Map and manage multi-stakeholder accounts, from economic buyer to day-to-day champion, and know how to navigate the politics between them. - Lead the commercial component of QBRs and strategic reviews, translating adoption data into a value narrative and handle the harder conversations, including contract amendments, pricing corrections, and telling a customer why a price is going up. - Partner with our energy consultants and solution consulting team to quantify expansion value and build credible ROI narratives for customer stakeholders. - Feed customer and market insight back into Product and Marketing: what customers value, what they're asking for, and where the energy market is heading. WHAT YOU'LL BRING - Real commercial creativity - the ability to build a bespoke pricing and expansion case, including quantification of the past and extrapolation of the future ROI and, from a blank page for every account, rather than executing a standard playbook. This is the single most important trait for this role. - Proven ownership of enterprise SaaS renewals and expansion, with six-figure+ deal sizes, measured on retained and expanded ARR; managed through relationships with 6-10 people buying committees at various layers of the customer’s organisation. - A strategic eye for growth levers others miss, whether that's a regulatory shift creating urgency, a new business unit that needs what we offer, or a competitor stumble that opens a door. - Strong negotiation instincts, equally comfortable presenting to a VP of Commercial or holding firm with a sophisticated procurement team. - Experience in energy, utilities, or another complex regulated vertical is a strong advantage. Our customers are energy leaders, portfolio managers and pricing leaders who expect their vendors to understand their world. If you don't come from energy, you can show you'll get there fast. - Familiarity with enterprise sales methodologies - we useMEDDPICC for deal scoring. - Structured and proactive by nature, working ahead of renewal dates rather than reacting to them. WHAT'S IN IT FOR YOU - Flexible ways of working – We’re a hybrid-first company, with offices designed for collaboration and connection. Where there isn’t a Gorilla office nearby or regular travel to an office isn’t practical, we support remote working. From day one, you'll be equipped with the best laptop for your role, so you have everything you need to do your best work. - At Gorilla, we don't just watch the energy transition happen, we help make it viable. We build the intelligence layer that lets energy retailers see, steer, and protect their margins, giving them the financial clarity and operational room to invest confidently in renewables, storage, and flexibility. It's serious work with real impact on a cleaner energy system, and we have some fun along the way. - Core Benefits - Wherever your location, you can expect a generous PTO allowance and health insurance coverage. - At Gorilla, you'll work with genuinely sharp people on hard problems that matter. As we build the category leader in Energy Margin Intelligence, there's real room to leave your mark and grow your scope alongside the company. Lifelong learning is part of our DNA, and we care about your individual dreams and ambitions, beyond just work. - International Travel: We host Gorilla Company-Wide Gatherings where we all get a chance to see each other in real life. Past locations have included Belgium, Portugal, the Netherlands, and Spain.