Lead Account Manager - Enterprise Utility Account

Location: Oakland, CA (Bay Area) \u007C Hybrid (onsite 3x/week)

Salary Range: $180,000–$260,000 annually

Esri is the global leader in geographic information system (GIS) technology, helping organizations across industries unlock the power of location intelligence. With a commitment to innovation, it provides cutting-edge mapping and spatial analytics solutions that drive smarter decision-making and operational efficiency. Serving clients in government, commercial, and non-profit sectors, the company empowers users to visualize, analyze, and interpret data to solve real-world problems.

This 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. You’ll also lead an internal team supporting the work. This is a long-term role centered on account ownership, growth, and executive relationships. You’ll be the primary point of contact with senior stakeholders, help guide direction over multiple years, and expand the relationship in a way that aligns with how the organization operates.

- Own and lead a flagship enterprise utility account with long-term growth responsibility

- Act as the senior, executive-facing partner to the customer, 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 to stay ahead of issues

- Serve as the internal owner of the overall health, momentum, and trajectory of the account

- 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