Strategic Account Executive

Gigawatt AI; United States; On-site; USD 140,000 - 200,000; Full time

Benefits offered by this job

Competitive salary

Equity

Remote work flexibility

Health insurance

Job summary

Rippling, Inc. is seeking a Strategic Account Executive to originate, shape, and close transformational software partnerships with leading utilities.

This senior individual-contributor role requires building credibility with executive stakeholders across technical, procurement, legal, and regulatory groups. You will own account strategy for approximately 5–7 named Tier 1 utilities, lead the end-to-end enterprise sale, and coordinate the full pursuit team to drive multi-module deployments and

Qualifications

• Proven ability to originate and close multi-year, seven-figure agreements.
• Experience building business cases for executive-level stakeholders.
• Familiar with AI-native, data-intensive platforms.

Responsibilities

• Own named-account strategy and revenue for 5–7 utilities.
• Build pipeline through targeted outreach and relationships.
• Lead end-to-end enterprise sale including procurement and contracting.
• Manage multi-thread buying committees and identify decision-makers.
• Coordinate pursuit teams across Product, Solutions Engineering, and Customer Success.
• Navigate utility procurement cycles and regulatory dynamics.
• Forecast with discipline and maintain CRM data quality.

Skills

Enterprise software sales

Strategic account planning

Executive communication

CRM & forecasting

Complex deal closing

AI/platform fluency

Education

Bachelor's degree or equivalent

Advanced degree (MBA) a plus

Tools

CRM systems

Job description

We are seeking a Strategic Account Executive to originate, shape, and close transformational software partnerships with leading utilities. This is a senior individual-contributor role for a commercial builder who can create opportunity from ambiguity, lead a complex 6-12+ month enterprise sale, and earn credibility from the executive suite through technical, operational, procurement, legal, and regulatory stakeholders.

You will own account strategy and the commercial relationship for approximately 5–7 named Tier 1 utilities. You will build the business case, coordinate the full Gigawatt pursuit team, close an initial deployment, and remain accountable for major module and platform expansion. The role reports to GTM leadership and works closely across Gigawatt teams.

Key Responsibilities

Own named-account strategy and revenue: Develop and execute account plans for a focused portfolio of strategic utilities, with clear pathways from executive access and qualified opportunity through initial close and multi-module expansion.

Build pipeline from the ground up : 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.

Lead the end-to-end enterprise sale: Drive discovery, qualification, solution shaping, value engineering, commercial proposals, RFI/RFP responses, procurement, negotiation, and contracting through close.

Multi-thread complex buying committees: 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

Quarterback the opportunity team: Bring Product, Solutions Engineering, Customer Success, Services, Partnerships, and executives into each pursuit at the right time. Establish clear roles, next steps, decision gates, and accountability.

Navigate utility markets : Leverage deep understanding of utility procurement cycles, regulatory dynamics, long sales cycles, and risk-averse decision-making to shorten time-to-value and win strategic accounts.

Forecast with discipline: Maintain accurate CRM data, opportunity plans, mutual action plans, pipeline reporting, and forecasts. Surface risks early and bring a clear point of view on how to create momentum.

Bring the market back into Gigawatt : Translate customer feedback, competitive intelligence, procurement patterns, and regulatory or market developments into actionable input for product strategy, positioning, and the GTM playbook.

Required Qualifications

• 10+ years of enterprise software sales experience, with a 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 Qualifications

• Experience selling into utilities, energy, or other regulated and infrastructure-intensive industries such as telecom, government/public sector, or similar.
• Existing relationships and executive network within utilities and/or energy.
• Experience selling AI, data, cloud, or other technically complex enterprise platforms.
• Experience within a high-growth, early-stage or scale-up software company.
• Bachelor’s degree or equivalent practical experience; advanced degree is a plus.

Location

• Remote but Chicago, Austin, Nashville are preferred.

What We Offer

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