Entrix·2 days ago
2 days ago
Head of Sales (d/f/m)
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What you'll do
- Own EBX's revenue engine end to end: pipeline, deals, and – as we scale – the team behind them. Define and run the go-to-market motion across a concentrated set of decision-makers at Europe's GW-scale asset owners, optimizers, energy traders, and IPPs – precision enterprise sales with 6–18-month cycles, from target account strategy and outbound through qualification, workshops, term sheets, and signature.
- Close strategic deals personally: lead EBX's most important opportunities as deal captain – multi-stakeholder, multi-month engagements at GW scale, including on-site workshops and executive-level negotiation.
- Build and lead the sales team: shape the commercial org design, hire and develop BD and technical sales talent, set targets, and install the operating cadence (pipeline reviews, forecasting, CRM discipline in Attio).
- Own commercial strategy and pricing execution: structure offers, term sheets, and framework agreements together with Legal and the MDs – commercially sharp, defensible, and closable.
- Turn market signal into strategy: consolidate what prospects ask for – segmentation logic, market access scope, contractual structures – into structured input for product, pricing, and positioning decisions.
- Represent EBX in the market: industry events, trade fairs, and partner ecosystems – you build the relationships this concentrated market demands.
What they're looking for
- 5-7+ years in B2B enterprise sales including 3+ years with team or commercial leadership responsibility.
- A verifiable track record of closing complex, high-value deals with long cycles and technical buying centers – and of building repeatable sales motions, not just winning individual logos.
- Strong working knowledge of European power markets and ancillary services – FCR, aFRR, prequalification, balancing group mechanics – deep enough to be credible with a head of trading.
- Executive presence and negotiation strength: you can run a term sheet discussion with a fund-backed asset owner and hold the line on structure and price.
- Structured, self-directed, outcome-owned working style – you build systems, not just relationships.
- Fluent German and English – large parts of the market and TSO processes run in German.
Nice to have
- Experience on the optimizer/trader or asset-owner side, so you know how the counterparty thinks.
- Experience selling infrastructure or platform propositions (vs. pure commodity/offtake sales)
- Experience in flexibility marketing, energy trading, BESS, VPPs or RTM/optimization
- Existing network among European BESS asset owners, IPPs, and optimizers.
- Experience scaling a commercial function in a venture-backed company.
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Company
Entrix
Munich, Germany
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