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.

Roll

Account Manager

Plats

Publicerad

15 juli

Sista ansökningsdag

16 augusti

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