Gorilla · UK
Account Manager
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 und...
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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