Lead Account Manager - Enterprise Utility Account

Position Overview

This is a confidential search. Client details will be shared during the first conversation. The Lead Account Manager role is with a long-established software company that has been embedded in the utilities space for decades. Many of the largest utility organizations in the U.S. rely on this company as a core part of how they plan, manage, and operate large-scale infrastructure. You’ll take full ownership of the account and stay closely involved day to day while leading an internal team to support the work. This is a long-term role focused on account ownership, growth, and nurturing executive relationships. You’ll be the primary point of contact with senior stakeholders, guiding long-term direction and expanding the relationship in alignment with the organization’s operations.
Location: Oakland, CA (Bay Area) | Hybrid (onsite 3x/week)
Salary: $180,000–$260,000 annually

Key Responsibilities

• Own and lead a flagship enterprise utility account with long-term growth responsibility
• Act as the senior, executive-facing partner building trust with C-level and VP-level stakeholders
• Lead a dedicated, embedded account team across sales, technical, and delivery functions
• Drive account expansion and upsell by connecting solutions to real customer priorities
• Set direction for multi-year account and program work, not just individual deals
• Create visibility and alignment across a complex, regulated environment
• Serve as the internal owner of the overall health, momentum, and trajectory of the account

Required Qualifications

• 8+ years of experience in enterprise sales, account management, consulting, or program leadership
• A proven track record of growing and expanding large, complex enterprise or utility accounts
• Background working in or around the utilities industry (electric, gas, infrastructure, or adjacent)
• Familiarity with GIS or spatial technology concepts as they relate to enterprise or utility environments
• Comfort operating in a non-commission sales environment
• Strong executive presence with the ability to lead without direct authority