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,…