The posting
Help us use technology to make a big green dent in the universe!
Kraken https://kraken.tech/ powers some of the most innovative global developments in energy.
We create the technology that redefines utilities and unlocks a new energy system of the future. By optimising renewable generation, building a more intelligent grid, and empowering utilities to deliver an exceptional customer experience, our operating system is transforming the industry worldwide.
It’s an incredibly exciting time to work in energy. Join us on our mission to improve the lives of ONE BILLION humans within the decade and shape a cleaner, better future for everyone.
🏡 WHERE YOU’LL FIT IN
You’ll lead sales leaders and teams across Liberalised and Regulated Flexibility, Field & Assets, and Agentic Customer Service. Each area has different buyers, sales cycles, regulatory environments, and product maturity. Your job is to give each team clear direction while making the right choices for Kraken as a whole.
You’ll partner with General Managers and colleagues across Product, Engineering, Delivery, Marketing, Partnerships, Legal, and Finance. Together, you’ll bring customers a joined-up experience and make sure what we sell is commercially sound and deliverable.
🚀 WHAT YOU’LL OWN
- Build a global go-to-market strategy with clear priorities for products, markets, customer segments, and routes to market.
- Decide where we have the strongest opportunity to win, where to invest, and where to pause or stop.
- Turn the strategy into practical plans for target accounts, pipeline, team capacity, partnerships, and performance.
- Balance near-term revenue with the customer proof points and capabilities we need for lasting growth.
LEAD AND DEVELOP THE TEAM
- Lead and coach sales leaders and their teams, setting clear expectations while giving them the space to make decisions.
- Build a culture of ownership, trust, high standards, and mutual support. Help people raise risks early and learn from wins and losses.
- Identify gaps in skills, capacity, succession, and hiring, and build the team needed to deliver the plan.
OWN COMMERCIAL PERFORMANCE
- Be accountable for results across the portfolio, including revenue quality, margin, sales productivity, customer commitments, and the cost of growth.
- Set clear commercial principles, pricing discipline, and approval boundaries so teams can negotiate confidently and protect Kraken’s value.
- Look beyond headline contract value. Assess commitments, delivery and implementation effort, partner costs, product dependencies, and potential for expansion.
- Lead or support strategic bids and complex negotiations when you can improve the outcome, while keeping the opportunity owner accountable.
- Work with Legal and Finance on deal structures and risks, making decisions within your remit and escalating when needed.
BUILD A RELIABLE SALES OPERATION
- Establish a consistent rhythm for pipeline reviews, forecasting, deal inspection, account planning, and performance discussions.
- Produce clear, evidence-based forecasts that distinguish pipeline from likely outcomes and committed business, including risks and revenue timing.
- Challenge assumptions, spot slippage early, and agree practical next steps with the relevant leaders.
- Use customer relationship management data to improve visibility and decisions, and connect pipeline plans to targets, capacity, and investment.
BRING TEAMS TOGETHER AROUND CUSTOMERS
- Bring customer demand, market insight, and competitive context into product and investment decisions.
- Make sure sales commitments reflect what we can deliver. Where dependencies block an opportunity, make the impact clear and follow through on decisions and ownership.
- Help teams make trade-offs between bespoke customer work and scalable products, and coordinate account ownership across the portfolio.
- Build strong relationships across regions and time zones, communicate decisions clearly, and travel for customers, team development, and important commercial discussions.
🧠 WHAT YOU’LL BRING TO THE PARTY
- Significant senior sales leadership experience in the energy sector, ideally selling enterprise software or technology to utilities, energy retailers, networks, generators, asset owners, or related organizations.
- A strong understanding of energy customers, their operating models and buying environments, and the problems technology can help them solve.
- Experience leading and developing sales leaders or multidisciplinary sales teams across more than one product, market, or region.
- A track record of setting a go-to-market strategy, making clear choices about where to focus, and turning it into a credible pipeline and contracted growth.
- Strong commercial judgment, including enterprise pricing, negotiation, deal economics, contracting, margin, and long-term customer value.
- Forecasting discipline: you can inspect a pipeline, explain what’s real, and act early when a deal or target is at risk.
- Confidence with senior customer executives and complex deals, alongside a commitment to helping your team own its relationships.
- Experience building supportive, accountable teams, coaching people, and addressing performance issues.
- The ability to bring teams together across a matrix, resolve competing priorities, and make reasoned decisions when products and information are evolving.
- Clear written and verbal communication, and the ability to move between strategy and practical deal detail.
⭐️ BONUS POINTS
- Experience selling agentic AI enterprise software or translating AI capabilities into credible customer value and responsible implementation plans.
- Experience leading teams across Europe, North America, and Asia-Pacific, or working across multiple time zones and regulatory environments.
- Knowledge of energy flexibility, distributed energy resources, demand response, virtual power plants, field service, or mobile workforce management.
- Experience building partnerships and routes to market, including managing ownership across partner-led or multi-party opportunities.
Are you ready for a career with us? We want to ensure you have the right tools and environment to unleash your potential. If you have any accommodation requests, please contact us at [email protected]. We’ll do our best to tailor the experience to your needs so you can feel comfortable, confident and be at your best!
Studies have shown that some groups of people, like women, are less likely to apply to a role unless they meet 100% of the job requirements. Whoever you are, if you like one of our jobs, we encourage you to apply as you might just be the candidate we’re looking for! At Kraken, we're creating a team of genuine, honest, empathetic people. Our people are our strongest asset and the unique skills and perspectives people bring to the team are the driving force of our success. As an equal opportunity employer, we do not discriminate on the basis of any protected attribute. We consider all applicants without regard to race, colour, religion, national origin, age, sex, gender identity or expression, sexual orientation, marital or veteran status, disability, or any other legally protected status.
*Our (i) Applicant and Candidate Privacy Notice and Artificial Intelligence (AI) Notice https://kraken.tech/candidate-privacy-notice, (ii) Website Privacy Notice https://kraken.tech/privacy-notice and (iii) Cookie Notice https://kraken.tech/cookie-notice govern the collection and use of your personal data in connection with your application and use of our website. These policies explain how we handle your data and outline your rights under applicable laws, including, but not limited to, the General Data Protection Regulation (GDPR) and the California Consumer Privacy Act (CCPA). Depending on your location, you may have the right to access, correct, or delete your information, object to processing, or withdraw consent. By applying, you acknowledge that you’ve read, understood and consent to these terms
Please note that, in line with our current recruitment policy, we are unable to offer visa sponsorship for this position; applicants must have the right to work in the country that they're applying to, at the time of application.*
