Sales Lead - Flexibility

Kraken; Greater London; On-site; GBP 90,000 - 130,000; Full time

Job summary

Kraken is expanding its European new business presence and pipeline, focusing on utilities and asset owners. You will own the end-to-end sales cycle, from initial outreach to contract closing, while collaborating with cross-functional teams to deliver customer-centric propositions that scale across regions.

You will work with senior leadership to grow the client base, develop market strategies, and tailor offerings to regulatory and market dynamics in Europe.

Qualifications

• Extensive experience in business development, commercial roles, or strategic account management in energy or related tech.
• Proven SaaS sales leadership in energy, selling to utilities, data centres, or energy flexibility platforms.
• Strong understanding of energy flexibility, grid services, and residential energy transition.
• Demonstrated ability to close complex deals and manage multiple stakeholders.
• Highly analytical with ability to explain technical concepts to non-technical audiences.
• Entrepreneurial mindset with autonomy in a fast-changing market.
• Fluency in English and at least one other European language.

Responsibilities

• Identify and originate new business opportunities in the energy flexibility space across utilities and asset owners.
• Build and manage a robust commercial pipeline and drive a continued flow of opportunities.
• Lead end-to-end sales cycles from outreach to negotiations and closing.
• Deliver compelling pitches with strong value propositions and market understanding.
• Develop key stakeholder relationships and influence decision-makers.
• Collaborate with leadership to shape customer propositions and value creation.
• Tailor pricing models to client needs and draft favorable commercial terms.
• Work with legal/commercial teams to finalise contracts and mitigate risk.
• Represent Kraken at industry events to grow brand visibility.

Skills

SaaS sales leadership

Energy sector experience

Multi-stakeholder deals

Analytical thinking

English + European language

Job description

Help us use technology to make a big green dent in the universe!

Kraken 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 will join a dynamic and collaborative team of energy enthusiasts committed to decarbonising the grid. You will have the opportunity to contribute to the flex strategy and directly impact the success of our global mission.

About the Role

As we enter the stage of rapid commercialisation and customer account growth we are now looking for an exceptional person to increase our European new business presence and pipeline (utilities and asset owners). You will be taking on responsibility for generating, nurturing and closing deals across the region.

You will be empowered to help at every level of our organisation; working collaboratively with our senior leadership and management teams, and across our business development, delivery and technical teams to design and deliver customer oriented propositions that exponentially grow our client base and market share.

What you’ll own

• Proactively identify and originate new business opportunities within the flexibility sector targeting utilities and asset owners.
• Build and manage a robust commercial pipeline, ensuring a steady flow of opportunities that align with company growth targets.
• Lead the end-to-end sales cycle, from initial outreach and qualification to contract negotiation and closing.
• Develop and deliver excellent in person and remote pitches, which have a clearly defined value proposition and show an in depth understanding of our solution, power markets and how we solve customer needs.
• Identify and develop valuable key stakeholder relationships with potential customers, and in turn, influence the decision-making process.
• Work with management and executive teams to develop our customer proposition, ensuring value creation for the business and outstanding satisfaction for the customer.
• Take existing pricing models and tailor them based on your understanding of the prospect’s needs to create optimal commercial proposals.
• Work closely with legal and commercial teams to draft and finalise agreements, ensuring favourable terms and risk mitigation.
• Stay abreast of regulatory developments, market trends, and competitive dynamics in the residential energy space.
• Translate market insights into actionable feedback for the Product and Engineering teams to influence the development of our residential flex offerings.
• Represent the company at industry events and forums to enhance brand visibility and stay connected with key market influencers.
• Leverage deep industry knowledge to navigate the complex OEM landscape, specifically focusing on software-side integrations with EV, HVAC, and battery storage manufacturers.

What you bring to the party

• Extensive experience in business development, commercial roles, or strategic account management within the energy industry or a related technology field.
• Proven experience as a SaaS Sales Lead within the energy sector, with a strong track record of selling into integrated utilities, data centres, and/or energy flexibility orchestration environments.
• Strong understanding of energy flexibility, grid services, and the residential energy transition landscape.
• Demonstrated ability to close complex commercial deals and manage multi-stakeholder relationships.
• Highly analytical with the ability to understand and communicate technical concepts to non-technical audiences.
• Entrepreneurial spirit with a high degree of autonomy and the ability to thrive in a rapidly evolving market.
• Professional proficiency in English and at least one additional European language.

Kraken is a certified Great Place to Work in France, Germany, Spain, Japan, Australia, and USA. In the UK we are one of the Best Workplaces on Glassdoor with a score of 4.5, and in Germany we rate 4.7 on Kununu as a Top Company. Check out our Welcome to the Jungle site (FR/EN) to learn more about our teams and culture.

Our (i) Applicant and Candidate Privacy Notice and Artificial Intelligence (AI) Notice, (ii) Website Privacy Notice and (iii) 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

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 [e-mail]. 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, (ii) Website Privacy Notice and (iii) 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.*