Account Manager

About the role

You will own the full commercial lifecycle of existing Enterprise and Strategic accounts, focusing on renewals, pricing, commercial strategy, and expansion. This role is a farmer position that requires building bespoke strategies for each account to turn retention into growth. You will work closely with the Customer Success Manager to translate usage data into value narratives and expansion opportunities.

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.

Required skills

• SaaS renewals
• Account management
• Commercial strategy
• Negotiation
• MEDDPICC

Nice to have

• Energy sector experience
• Utilities sector experience

Benefits

• Flexible working
• Generous PTO allowance
• Health insurance

About the Company

Gorilla is the margin intelligence platform for energy retailers, helping companies understand their financial performance from portfolio level down to individual customer contracts. We build the intelligence layer that lets energy retailers see, steer, and protect their margins to invest confidently in renewables, storage, and flexibility.