Strategic Account Executive, Australia and New Zealand

Job description

The Role As a Strategic Account Executive at Gridsight, you own the commercial relationship with our ANZ utility subscription customers. You are the person their executives call and the person inside Gridsight who owns their account’s strategic direction. This isn't a passive renewals role. You'll be managing some of the most consequential enterprise relationships in the Australian energy sector, with ACVs in the millions and customers who are betting their grid modernisation programs on our platform. You'll inherit a portfolio of approximately a dozen subscription accounts across Australia and New Zealand at every stage of the lifecycle, from active implementations to steady-state relationships. Your primary commercial focus will be expansion: identifying opportunities to grow share of wallet across our product suite and driving those opportunities through to close. Renewals are table stakes, your job is to make them straightforward while consistently building the case for what comes next. You'll work alongside our Customer Solutions Engineers, who are deeply technical and own delivery for our customers. Your job is to give them the commercial context and guidance they need, stay close enough to know when things are on track (or aren't), and ensure what they're delivering translates into value that resonates with the economic buyer. You'll report directly to the ANZ General Manager and sit at the heart of our ANZ commercial team. What you’ll do Drive expansion and own renewals Identify, scope and close expansion opportunities. Whether new use cases, additional modules or broader organisational rollouts. Build the commercial case for expansion by working closely with Customer Solutions Engineers and our Head of Network Strategy to surface the value Gridsight is already delivering and translating that into the next investment conversation. Own the full renewal process for our portfolio of ANZ subscription accounts. From early planning through to an executed contract. Success looks like no surprises, no last minute scrambling. Lead the account, not just the relationship Set the strategic direction for each account in your portfolio - owning and defining what success looks like, what needs to happen to get there, and how Gridsight should be positioning itself for the long term. Give the Customer Solutions Engineers on your accounts the commercial context, guidance and customer priorities they need to focus their efforts in the right places. Stay close enough to delivery to know when things are on track, when they're not, and when a win has occurred that the customer hasn't fully appreciated yet. Connect the dots between what Customer Solutions Engineers are doing on the ground and what the economic buyer cares about. You’ll be translating technical progress and into commercial language that resonates at the executive level. Build exec relationships 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. Ensure Gridsight remains front of mind when our customers are making strategic decisions about their grid technology stack. Be our customers’ greatest advocate Be the voice of your customers inside Gridsight. Surface commercial signals, strategic needs and risks to the ANZ General Manager in a clear and timely way. Lead the effort to build Gridsight's post-sale commercial playbook as we scale. What you’ll bring 5+ years of account management, commercial, or enterprise sales experience, ideally in SaaS, enterprise technology, or a complex B2B environment. Demonstrated track record of owning and growing a portfolio of enterprise accounts, including renewals and expansion. Experience navigating multi-stakeholder commercial environments, involving execs, business users and procurement. Exposure to the Australian energy sector, utilities, or regulated industries is valuable but not essential. Who you are A natural account leader. You’re comfortable owning the direction of an account and aligning a team around it. Commercially sharp. You can spot an expansion opportunity in a customer conversation, build a compelling business case, and lead renewal discussions with confidence. Relationship driven. You invest in customer relationships consistently, not just at renewal time, and people trust you because of it. You build rapport and cultivate connection with creativity, and understand what makes our customers’ execs tick. Expansion minded. You look at an existing customer and ask what’s possible, not just what’s contracted. You uncover and build opportunities rather than waiting for them to surface. Willingness to learn domain knowledge. We are not commoditised, turn-key SaaS. We’re creating the category. To succeed, you’ll need to spend time learning the strategic context and language of our customers and execs. Self directed. You create your structure and clarity. You always know where your risks and opportunities sit, and you don't need someone else to build the system for you. 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. Biased for action. Gridsight is growing fast. You'll need to operate with autonomy, take ownership of outcomes, and thrive without a detailed playbook. Genuine interest 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 Competitive salary aligned to the right talent Meaningful ESOP so you share in the growth of Gridsight Commission structure tied to renewals and expansion performance All the table stakes like WFH allowance, health and wellness allowance and parental leave Remote-first workplace, with hybrid head office in Sydney and satellite sites interstate 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 portfolio of accounts that genuinely matter - to the grid, to the energy transition, and to Gridsight's growth 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 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 electricity grid operators to modernise their operations and unlock transformational new capabilities. The opportunity is enormous ($1B+ ARR). We're already embedded with most of Australia and New Zealand's distribution networks. We’re already working with leading utilities in the US, Canada and the Middle East too. We're well-funded (Airtree led Series A), growing quickly, and positioned for the tailwinds of a global shift toward dynamic grid management.