- Own full accountability for EMEA revenue growth, customer acquisition, and retention targets.
- Lead all aspects of direct sales and commercial performance across EMEA, coaching the SDR team to drive lead generation, deal progression, and conversion, consistently achieving or exceeding regional sales target
- Develop and execute a comprehensive regional go-to-market (GTM) strategy tailored to EMEA’s energy sector dynamics and aligned with global priorities.
- Define vertical prioritization, segmentation, and territory planning strategies, identifying opportunities to expand the sellable addressable market (SAM) and unlock new sources of demand.
- Build region-specific segmentation, account-based strategies, and vertical plays tailored to utility, regulator, trading, and infrastructure audiences.
- Serve as the senior executive liaison for key regional accounts, government entities, and strategic partners, influencing long-term value and market strategy through executive engagement.
Sales Management & Customer Engagement
- Lead, coach, and expand a team of regional sales directors and Sales Development Representatives
- Recruit, develop, and lead a high-performance team of regional sales leaders and account executives.
- Foster a culture of accountability, results, and learning, including contributing to the design of incentive structures that drive collaboration and maximize commercial outcomes across hybrid and overlay models.
- Drive excellence in deal execution, pipeline management, opportunity qualification, and territory planning.
- Provide active coaching throughout the deal cycle to help teams navigate procurement processes, identify blockers early, and close without compromising value.
- Support high-value, multi-stakeholder sales pursuits from origination through close, ensuring discipline, urgency, and alignment of stakeholder interests.
- Maintain strong executive presence with customers, regularly engaging in C-suite level discussions to reinforce long-term value and influence market strategy.
- Partner with global and regional marketing to drive inbound and outbound pipeline generation through campaigns, events, and ABM strategies.
Commercial Operations & Forecasting
- Partner with global commercial operations to establish a robust regional sales cadence, including pipeline reviews, forecasting cycles, and performance reporting.
- Deliver accurate, data-driven revenue forecasts and insights through structured forecasting processes supported by real-time data and CRM systems.
- Maintain high forecast accuracy and deal-stage discipline through a structured process supported by real-time data.
- Embed key sales metrics and KPIs into day-to-day execution.
- Ensure CRM hygiene, regional sales analytics, and deal dashboards reflect true performance and help optimize decision-making.
- Lead regional revenue forecasting inputs as part of monthly, quarterly, and annual financial planning cycles.
Sales Methodology & Enablement
- Deploy and embed global sales methodology (e.g., MEDDPICC, Challenger, Value Selling) across the EMEA commercial team.
- Champion adoption of standardized playbooks, qualification frameworks, and best practices for repeatable success.
- Work closely with enablement to accelerate onboarding, skill development, and continuous improvement across the team.
Operational Rhythm & Execution Excellence
- Establish a high-impact operational cadence in the EMEA region, including:
- Weekly tactical reviews with sales teams
- Monthly regional dashboards for executive reporting
- Quarterly business reviews (QBRs) with performance metrics and territory insights
- Coordination with marketing, customer success, and product on joint priorities
- Drive alignment and execution across global and local teams through structured governance, planning, and communication.
Partnerships & Ecosystem Expansion
- Build and scale with the global VP Partners a strong ecosystem of regional channel partners, resellers, and consulting alliances to amplify reach and efficiency.
- Evaluate, negotiate, and manage partnership agreements that drive indirect revenue while preserving value integrity.
- Represent the company at industry events, conferences, and forums to enhance thought leadership and brand recognition across EMEA.
Cross-Functional Collaboration & Market Intelligence
- Work closely with Pre-Sales, Customer Success, Product Marketing, and GTM Operations to deliver value-based solutions and seamless handoffs from pre- to post-sale.
- Translate product value into customer ROI narratives that resonate with both technical and commercial buyers.
- Serve as the voice of the field to internal stakeholders, sharing competitive intelligence, customer feedback, and market trends to refine GTM strategy and product-market fit.
What Success Looks Like
- Consistent revenue growth across new logo acquisition and expansion in strategic verticals and geographies.
- Strong pipeline coverage with predictable conversion rates and deal velocity across all market segments.
- A high-performing sales organization with strong leadership bench, low attrition, and a culture of quota attainment.
- Increased win rates in competitive pursuits and strategic deals, with Energy Exemplar seen as the preferred partner.
- Clear alignment between sales and GTM functions, enabling cohesive campaign execution, accelerated sales cycles, and faster time-to-value for customers.
Candidate Requirements & Qualifications:
- 15+ years of commercial leadership experience in B2B enterprise software, with at least 10 years focused on EMEA markets.
- Verifiable record of hitting/exceeding targets primarily via new logos and new-product ARR, not price actions; can evidence revenue mix and attach-rate improvements.
- Strong background in sales operations and revenue predictability: runs forecast from Salesforce-first dashboards, improves accuracy quarter on quarter, and enforces pipeline hygiene.
- Demonstrated ability to design creative commercial models (e.g., land-and-expand constructs, outcome-linked milestones, usage/consumption plays) that open new segments and protect margin.
- Familiarity with the energy sector, utilities, energy trading, grid management, or renewables is highly desirable.
- Experienced in implementing and managing enterprise sales methodologies and processes.
- Ability to operate at both strategic and tactical levels defining regional strategy while owning daily execution and forecasting.
- Skilled communicator and negotiator with the ability to influence senior stakeholders internally and externally, including C-level executives.
- Fluency in English required; additional European or Middle Eastern language(s) preferred.
- Team leadership: holds people to account while maintaining a positive, performance culture; designs incentives that encourage shared success across contributors.
- Skilled in CRM systems (Salesforce), pipeline analytics tools (e.g., Clari), and business intelligence platforms (e.g., Tableau, Power BI).
- Willingness to travel regularly across the EMEA region..
- Bachelor's degree required; MBA or equivalent business qualification preferred.
Core Competencies
- Commercial Acumen– Drives growth through new logos and new-product adoption; balances ARR, short-term revenue, and EBITDA when structuring deals and co-investment.
- Strategic Thinking – Ability to tailor global strategy to local market realities and drive long-term commercial advantage.
- Data-Driven Leadership – insists on CRM accuracy; runs inspection from standardised dashboards; improves forecast accuracy and on-time close rates.
- Coaching to Close & Procurement Navigation – Anticipates blockers early, sets clear exit criteria, and coaches teams through complex procurement to preserve value and velocity.
- Customer Orientation – Deep commitment to delivering customer value and building trusted partnerships.
- Cross-Functional Orchestration – Aligns Sales, Solutions, Marketing, Product, CS and Finance to land multi-product wins; turns market signals into coordinated execution.
- Change Management – Skilled at leading teams through change in high-growth and fast-evolving environments.
- Execution Discipline – Focused on outcomes, operational rigor, and excellence in daily execution.
Personal Attributes
- Results-Oriented – Unwavering commitment to achieving targets and delivering business value.
- Collaborative – Strong relationship builder with a team-first mindset.
- Adaptable – Comfortable navigating ambiguity, multi-cultural dynamics, and shifting priorities.
- Credible & Influential – Executive presence, persuasive communicator, and effective cross-border leader.
- Low-ego influence — earns trust with executives and peers, asserts without overstepping, and aligns cross-functional teams.
- Inclusive – Champions diversity of thought and background across teams and markets.
Why Join Us?
This is a career defining opportunity to lead the commercial agenda in one of the world’s most strategically important energy markets. As VP Commercial EMEA, you will shape the energy software landscape in the region, drive commercial success, and make a lasting impact on the energy transition. You will be part of a global executive team committed to innovation, excellence, and empowering people to do their best work.
