Head of Sales (m/f/d)

About the RoleThe Head of Sales brings a highly structured approach to market coverage — knowing exactly which customers and segments to pursue, with clarity on how to access decision-makers. You will drive our sales execution model across customer types — from new entrants to retrofit OEMs to established incumbents — and ensure alignment with company revenue goals. This role requires a leader who is both strategic and hands-on: building the structures, team, and processes for scalable and repeatable sales success, while personally engaging in high-impact customer opportunities. You will coordinate closely with Marketing, Partner Management, Customer Success, and Strategy to ensure smooth transitions and long-term customer growth. We are looking to build a highly structured and systematic sales team and approach, making sure we engage with our future customers regularly and in particular at the right moment in time when they make their decision. What You’ll Do Sales & Customer Targeting Strategy Own the customer acquisition strategy and prioritization framework, ensuring alignment with company revenue goalsDefine target sales segments and accounts, applying the Ideal Customer Profile (ICP) to qualify and prioritize high-value opportunitiesRun systematic, account-based programs to reach decision-makers and maintain regular engagement at the right moments in the buying cycleUse CRM and analytics to map the customer landscape, identify white spots, and drive structured territory coverageLead account-based sales (ABS) for strategic prospects, including stakeholder mapping and multi-touch engagement at technical, commercial, and executive levelsTailor the sales approach for new entrants, retrofit OEMs, and incumbents across charger segments (wallboxes, stand-alone DC, powerblock/dispenser)Drive pricing strategy and footprint quality, ensuring sustainable margin and scalability across customer segments Sales Leadership Build, lead, and develop a high-performing sales team across segmentsDefine KPIs, structures, and playbooks that enable predictable revenue growthDeploy repeatable sales motions aligned with customer maturity and segment needsOversee and maintain a balanced incentive program for sales executivesDrive adoption of tool-based approach (e.g. CRM, AI) to unlock data-driven sales approach Customer Targeting & Strategy Apply the Ideal Customer Profile (ICP) to qualify and prioritize customersLead account-based sales (ABS) for strategic prospects, including stakeholder mapping and multi-touch engagement at technical, commercial, and executive levelsTailor approach for new entrants, retrofit customers, and incumbents across charger segments (wallboxes, stand-alone DC, powerblock/dispenser) Cross-Functional Collaboration Work with Marketing on segment-specific and account-based campaigns and lead generation (e.g. segment-specific outbound activities, newsletters, webinars)Engages channel and technology partners to extend reach, co-sell, and accelerate sales impactCoordinate with Customer Success to ensure seamless onboarding and long-term adoptionProvide structured customer insights into the Strategy and Product teams to shape roadmap priorities Sales Operations & Process Excellence Oversee funnel and CRM management, ensuring pipeline visibility and forecast accuracyDrive automation and workflow-driven sales approach, maximizing visibility and traction among our customersApply qualification frameworks (e.g., MEDDICC for ABS; simplified frameworks for traditional sales)Standardize pricing, contracting, and deviation guardrails to protect margin What you can expect About You Commercial Expertise Proven track record in B2B technology, industrial, IoT, or energy-related sales, ideally in markets that have moved from early growth into more structured, “grown-up” phasesStrong enterprise sales background with experience breaking down a total addressable market into clear, actionable segmentsDemonstrated success in building and scaling structured, hands-on sales organizations – with a clear playbook-driven approachExperience owning customer acquisition strategies and complex deal negotiationsClear enthusiasm for working in a scale-up environment of this size and stage, combining entrepreneurial drive with systematic execution Leadership & Team Building Demonstrated ability to build and lead diverse sales teams (sales leads, pre-sales, operations)Strong coaching skills with a focus on accountability, clarity, and motivation Systematic Execution, Process & Automation Proven track record in building systematic high-performance sales organizationsHands-on, entrepreneurial, and disciplined in pipeline and KPI managementFamiliarity with CRM-driven reporting & workflows and sales qualification methodologies And beyond your expertise, this is how you work: You take ownership, roll up your sleeves, and proactively seek out opportunitiesYou provide structure and have the stamina to stick to and execute your planYou bring energy, positivity, and team spirit — without needing to be in the spotlightYou think in connected systems, develop topics independently, and turn ideas into tangible outcomesYou’re not afraid to make decisions, make mistakes, and learn from themYou present results with clarity, provide constructive feedback, and foster alignmentYou earn trust not through show, but through substance, consistency, and execution powerAs a sparring partner, you bring realism and help set the right priorities Your day at EcoG Why us? Lead the commercial growth of a scale-up driving the global EV transitionShape and own our OEM acquisition strategy and account-based sales approachBuild and scale a sales organization designed for long-term, profitable growthWork hand-in-hand with Customer Success, Strategy, and Product to deliver impactful solutionsCompetitive compensation package with performance-based incentives #J-18808-Ljbffr