VP Sales

Eliq is on a mission to become the world's most trusted partner to utilities, banks and other businesses by empowering their consumers to make smart green energy choices.

The SaaS platform leverages data from millions of smart meters, utilities, banks and other businesses to enable the world's most intelligent energy data platform. It combines energy and financial data to create a profile unique to each consumer – enabling businesses to provide highly personalised offers of non-commodity products.

Eliq offers API products and white-labelled apps to over 25 large business customers, primarily made up of utilities today and currently building out a strong client base with retail banks and other verticals.

We enable utilities to influence consumer energy purchase decisions and strategically growing non-commodity revenue streams. We also provide banks with embeddable energy apps to enable customers to cut energy cost and deliver on ESG strategy, generate new green loans and commission revenues. We also enable our business clients to upsell sustainable energy products which will be financed through the banks; increased activities on this part of their offering is essential on the product roadmap.

Quite simply, Eliq is an expert in making sense of energy data, for the ultimate benefit of the planet, supporting the journey to Net Zero.

Headquartered in Gothenburg, Sweden, the 60-person team is distributed between Gothenburg, London and Vilnius, with sales reps in four more locations across Europe.

At this crucial point of inflection, the business is now looking for a VP Sales to build and expand the sales organisation and ensure the GTM strategy is scalable, repeatable and predictable. The growth of Eliq is founded in its technology and product development. To further accelerate growth, the role of VP Sales will professionalise the GTM operations and establish the organisation and processes needed to scale the business.

Working closely with Håkan and the rest of the leadership team, the opportunity is to construct and execute the commercial blueprint for Eliq and to build the sales team that will be one of the primary engines for growth. You will be a player coach who is actively involved in pipeline activities, conversations and pitches with customers, while you will manage the team to robust and relevant KPI's, and ensure it's structured appropriately to effectively cover the broad industries that Eliq covers. On that basis you will work to create a high performance sales team with best in class training, onboarding, and development practices put in place.

Given the level of autonomy and influence in this role, there is a requirement for a disciplined, data-led and entrepreneurial leader with deep experience in structuring sales in a high growth SaaS business. You will provide key operational leadership and strategic knowledge to support this growing team biasing on coaching and performance with the ability and energy to be hands on and close to the customer. Someone with no ego and collaborative ethos to work with the wider team is a must as this role will enhance cross-functional collaboration with other teams including marketing, operations, product and technology.

Role and Responsibilities

• Actively drive in shaping the overall GTM strategy of the company as a key member of leadership team to raise the bar and push for revenue growth
• Accelerate growth and profitability through highly rigorous and strongly enabled sales processes
• Be a thought leader and evangelist of Eliq in the utilities and banking market and beyond
• Develop, motivate and retain a world-class diverse and high performing sales organisation
• Set and track specific sales metrics for individual team members and the different sales teams
• Drive automation of the sales process as a means of increasing sales productivity
• Leverage internal and external C-suite level resources to build a compelling, consistent vision for our customers, alliance partners and other stakeholders
• Understand the different needs of various markets/geographies across Europe
• Take direct and hands-on responsibility for the delivery of revenue and profit targets

Key Requirements

• Built an international sales organisation from scratch in a fast growing SaaS from 30m€ ARR
• 10+ years of experience selling within the enterprise SaaS space
• 5+ years of senior leadership skills and proven success in building an enduring sales team; a track record of coaching and developing direct reports
• Experience from working closely with product and marketing
• Adept at crafting a strategic vision, managing a wide range of topics and driving practical decisions
• Demonstrable ability in managing controversial situations, customer negotiations, and influencing executives
• Passionate about the transition to Net Zero
• Metrics- and results-driven
• Bright, dynamic, with superior verbal and written communication skills
• High level of personal and professional integrity