Sales Lead - IES Live

Industrial Engineering Supplies Ltd; Scotland; On-site; GBP 120,000 - 180,000; Full time

Benefits offered by this job

Competitive salary

Flexible working

Job summary

IES is seeking a senior commercial leader to own the global revenue growth for IES Live, connecting design-stage performance modelling with real-world building operation. You will shape the GTM strategy, lead a cross-functional team, and engage with strategic accounts to drive long-term value.

The role offers significant scope for personal growth, P&L accountability, and influence across product strategy, marketing, and executive leadership. Travel will be required.

Qualifications

• Essential: senior commercial leader with successful energy services and technology sales experience.
• Ability to navigate complex multi-stakeholder deals in building owner/operator procurement.
• Proven track record of exceeding revenue targets in energy software/services or PropTech.
• Experience building and leading a sales team through growth phases.
• Experience creating and operating partnership and channel sales models.

Responsibilities

• Own global revenue target for IES Live, including pipeline, forecasting and commercial discipline.
• Refine and execute go-to-market strategy, pricing input, routes to market and channel models.
• Lead engagement with major strategic accounts and build long-term C-suite relationships.
• Identify and pursue strategic partnerships to expand customer base and market presence.
• Recruit, coach and develop a high-performing sales team; establish scalable sales processes.
• Collaborate with Product to feedback customer and market requirements and influence roadmap.
• Represent IES Live at industry events and build brand presence globally.

Skills

Energy services

Technology sales

C-suite engagement

Forecasting

Sales leadership

Go-to-market strategy

Channel/partnerships

MEDDIC / MEDDPICC

Tools

MEDDIC

MEDDPICC

Job description

Travel: Regular UK and international travel required

Reference Number: TBH61

About Us

At IES, we value People, Purpose and Innovation. We offer a flexible and supportive working environment and the opportunity to work with a team of friendly, interesting and diverse people from across the globe who are passionate about what we do.

For over 30 years, we have built a solid reputation as the leading global innovator in integrated performance-based analysis and are now home to the most advanced building physics analytics team in the world. Our software solutions and expert consultancy services empower designers, engineers, building owners and operators to deliver more efficient, resilient and sustainable buildings through design, retrofit and operation.

The Role

IES Live represents the next chapter of our growth story, bringing real-time operational intelligence and digital twin technology to buildings in operation and connecting design-stage performance modelling with how buildings actually run. IES has traditionally led the building design market through the VE platform, trusted by engineers and consultants worldwide. IES Live extends that leadership into building operations, creating a powerful bridge between predicted and actual performance.

As a strategic pillar of our product portfolio, IES Live enables us to support customers across the entire building lifecycle, from initial design and simulation through to real-world operation and continuous performance improvement. This creates a significant market opportunity for both IES and the individuals who join the team.

We are now transitioning IES Live from an emerging business into a global growth engine. This is a unique opportunity to join at a formative stage, help shape our commercial success, influence the future direction of the business and play a visible role in building a market-leading proposition. For ambitious individuals, the role offers significant scope for personal growth, increased responsibility and the opportunity to develop alongside a business with substantial long‑term potential.

We are seeking an outstanding sales leader to own and accelerate the commercial growth of IES Live globally. This is a senior leadership appointment with a clear and deliberate progression pathway. For the right individual, the role will evolve into full Business Unit Leader accountability for IES Live, encompassing P&L ownership, product strategy input and cross‑functional leadership.

You will define and execute the go‑to‑market strategy, build and lead the commercial team, and personally engage with the market's most strategic accounts. Working closely with Product, Marketing and Executive leadership, you will establish IES Live as the category leader in operational building performance.

This role suits a proven sales leader who combines deep energy services domain expertise, hands‑on commercial delivery and a track record of building new offerings from the ground up, with the strategic capability and ambition to ultimately lead a business unit.

What You'll Do

• Own the global revenue target for IES Live, with full accountability for pipeline, forecasting and commercial discipline.
• Refine and execute the go‑to‑market strategy, including segmentation, pricing input, routes to market and partner and channel models.
• Personally lead engagement with major strategic accounts, building long‑term C‑suite relationships and positioning IES as a trusted, long‑term partner.
• Identify, structure and pursue strategic partnerships that expand IES Live's customer base and market presence.

Team and Organisational Build

• Recruit, lead, coach and develop a high‑performing sales team, operating a player‑coach model during the build‑out phase.
• Establish scalable sales processes, qualification rigour, such as MEDDIC or MEDDPICC, and performance frameworks.
• Collaborate with Customer Success to support retention, expansion and net revenue retention growth across the installed base.

Business Unit Development

• Develop divisional growth plans and budgets in partnership with the CRO and CFO, building towards full P&L accountability.
• Work with the Product Team to feed back customer and market requirements, understand the roadmap and represent IES Live on the Product Strategy Committee.
• Partner with the Chief Customer Officer to ensure a co‑ordinated sales and marketing strategy, including sector collateral, case studies and thought leadership.
• Monitor market dynamics, competitor activity and emerging opportunities, adjusting strategy to maintain a competitive edge.
• Represent IES at industry events, conferences and networking forums globally, building brand presence and strategic alliances.

Essential Skills and Experience

• Experienced senior commercial leader with proven success in outcome‑based energy services and technology sales.
• Comfortable navigating complex, multi‑stakeholder deals and sales cycles typical of building owner and operator procurement for energy services and associated technology.
• Demonstrable success owning and exceeding significant revenue targets, ideally in energy software and services, PropTech, smart buildings or related technology markets.
• Proven ability to build and manage a sales team, including recruiting, coaching and developing people through a growth phase.
• A zero‑to‑scale track record, having built a new product or offering and its pipeline from scratch, for example from zero to £500k-£1m in annual revenue, in a start‑up or new product launch environment rather than taking over an established offering.
• An outcome‑based selling mindset, with experience selling measurable energy savings and performance outcomes to building owners, operators, facilities managers and real estate portfolios, rather than focusing solely on software licences.
• Experience creating and operating partnership and channel sales models alongside direct sales.
• Ability to engage credibly at C‑suite level and translate technical propositions into compelling commercial narratives.
• Strong command of sales performance metrics, forecasting and pipeline analytics, with the discipline to act on them.
• A high degree of commercial acumen, with the ability to identify market gaps, shape strategy and capitalise on opportunities.
• Strong emotional intelligence and communication skills, both internally and with customers.
• A proactive approach to continuous professional development, staying ahead of industry trends and emerging technologies, including the practical application of AI in sales.
• Genuine ambition and capability to progress into general management or business unit leadership.

Desirable Skills and Experience

• Knowledge of building performance, energy management, BMS or IoT, digital twin or smart building technology.
• Exposure to sustainability, decarbonisation or performance‑led building solutions.
• Prior P&L or business unit leadership experience.

Why Join Us?

• Lead the commercial growth of IES's most exciting new product line, with a defined pathway to business unit leadership.
• Be part of a business making a genuine impact on decarbonising the built environment.
• Take on a high‑impact, growth‑focused role with strong autonomy, visibility and executive sponsorship.
• Collaborate with world‑class technical experts across software, engineering and consultancy.
• Competitive salary, benefits and flexible working.
• Join a values‑driven, mission‑led organisation with global impact.

Our Commitment to Inclusion

IES is committed to an inclusive workplace and welcomes applications from all backgrounds, even if you don’t meet every requirement listed. We can provide reasonable adjustments throughout the recruitment process, for example, sharing interview questions in advance, allowing breaks between stages, or offering extra time where needed.

If you require support at any point, please contact the IES HR team at [e-mail] or [phone].

Candidate information is handled in line with GDPR; please see our Recruitment Privacy Statement.