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Global Sales Director, Energy & AI
Contract type
Ongoing
Work mode
Remote · United Kingdom
Experience
Lead / principal · Not stated
Level inferred from job title
Job description
A senior sales leadership role at Kraken, leading sales leaders and teams across Liberalised and Regulated Flexibility, Field & Assets, and Agentic Customer Service. The role owns global go-to-market strategy and commercial performance for energy technology sold to utilities and energy organizations.
At a glance
- Work mode
- Remote · United Kingdom
What you'll do
- 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 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.
- Identify gaps in skills, capacity, succession, and hiring, and build the team needed to deliver the plan.
- 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.
- 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.
- 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 customer demand, market insight, and competitive context into product and investment decisions.
- Make sure sales commitments reflect what we can deliver.
- 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 we're looking for
- 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.
Nice to have
- 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.
Apply
About Kraken
Help us use technology to make a big green dent in the universe!
Kraken creates technology that redefines utilities and unlocks a new energy system of the future, optimising renewable generation, building a more intelligent grid, and empowering utilities to deliver an exceptional customer experience.
Mission
Improve the lives of ONE BILLION humans within the decade and shape a cleaner, better future for everyone
Key facts
- Energy technology
What they value
- Ownership
- Trust
- High standards
- Mutual support