Founding Senior Account Executive

About the Role

Key Responsibilities

• Build from Scratch: Develop and own your go-to-market strategy across North America. You'll map the territory, define the accounts, write the sequences, and kick off conversations from cold to closed.
• Craft Your Own Tools: When the enablement materials aren't there, you'll create them. Whether it's a custom deck, a one-pager, or your own value calculator — you'll know how to tailor your collateral to resonate with enterprise buyers.
• Lead with Insight: Use Challenger-style selling to reframe a prospect's thinking and guide them through complex problems. You're not just asking questions — you're teaching them something new about their business.
• Influence Cross-Functionally: You'll collaborate with marketing, product, legal, and leadership — and know how to push, challenge, and inspire other teams to align around the sales mission.
• Close Big: Win and grow six- and seven-figure enterprise SaaS deals with sales cycles ranging from 6-12+ months and ACVs up to $1M.
• Push for a Sales-Centric Culture: You'll evangelize the importance of sales across the org — shaping mindsets, influencing roadmaps, and ensuring that GTM is a company-wide priority, not just a function.
• Stay Resilient and Hungry: You'll face setbacks (every true hunter does). But you'll regroup fast, learn even faster, and bring that energy back to the next deal.
• Be Gorilla's Face in AMER: Attend key industry events, meet clients across the region, and evangelize Gorilla's mission to modernize the energy utility space.

Requirements

• Thrive in whitespace, building pipeline from scratch and turning cold outreach into multimillion-dollar opportunities.
• Have closed six- and seven-figure enterprise SaaS deals, ideally with long, consultative sales cycles.
• Are a natural prospector — your outreach is strategic, intentional, and relentless.
• Can build your own momentum — and the resources you need to accelerate it.
• Understand buyer psychology and know how to uncover motivations, reframe challenges, and inspire action.
• Have used Challenger, ValueSelling, or other enterprise sales methodologies in practice — and can tell stories about how.
• Know how to collaborate and challenge cross-functional teams to drive progress toward revenue.
• Have a strong internal compass — you're accountable, competitive, coachable, and culturally additive.
• See setbacks as fuel — you know how to pick yourself up and get back in the game with even more clarity and grit.
• Want ownership and upside. You're not just looking for a job — you're looking to make your mark.

Nice to Have

• Experience selling into the deregulated energy utility space
• Familiarity with value-based sales methodologies (MEDDIC, Challenger, SPIN, etc.)
• Comfort with remote-first work cultures and global teams
• Bonus points if you've built GTM motions before
• Ability to travel for strategic events and clients 50% of the time

Qualifications

• Experience closing six- and seven-figure enterprise SaaS deals with long sales cycles.
• Proven track record in building pipeline from scratch and cold outreach.
• Familiarity with enterprise sales methodologies such as Challenger, ValueSelling, or SPIN.

Benefits & Perks

• High-impact comp: Competitive base + uncapped commission. No fluff, just upside.
• Benefits: Full health benefits, generous PTO, and flexible hours within a high-performance culture.
• International travel: Weekly office events in Austin and global team offsites (past locations include Portugal, Amsterdam, and the Ardennes).
• Autonomy & influence: Work closely with senior leadership to shape not just sales, but product and strategy.
• Purpose-driven work: Help modernize a critical global industry — energy — with tech that actually moves the needle.