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Head of Sales

Globe icon United Kingdom
Eugene Scollan
Eugene Scollan
Senior Consultant

About Us

Optimal Monitoring is the UKs leading provider of products and solutions designed to help lower the energy spend and carbon emissions of businesses and organisations across all sectors of the economy.
The company designed, developed and launched the award winning EMMA AI platform that replaces masses of hardware, capex and headcount with an AI solution that reads the ‘fingerprint’ of the data to provide analysis and solutions to energy anomalies and abnormalities, saving clients hundreds of thousands of pounds and tonnes of CO2e emissions
As we build our client base and scale our operations to meet increasing demand, we invite you to be a part of our innovative scale up culture. Join our friendly and sociable team to contribute to our ongoing success and share in our excitement for the future.

About the Team

Our colleagues are passionate and expert about what they do, focused on winning and creating a hospitable and enjoyable workplace environment. We look to be easy to do business with whilst driving accountability for outstanding results and performance. The Go To Market team is instrumental in fostering company growth by maintaining a balance of integrity and innovation, creating an environment where team members are empowered to bring their best selves and continually develop by challenging themselves and others.

About the Role

As Head of Sales at Optimal Monitoring, you will play a pivotal role in our Go To Market (GTM) organisation. Focused on planning our Go to Market Strategy, driving new, net revenue and customer retention, you are the driving force behind our customer growth. This dedicated team of insource and outsource professionals is key to guiding new customers on their journey, helping them make a decision to run a pilot study with EMMA AI and from those results go to a full, estate wide  contract  Your mission is to identify, engage and convert new business leads, ensure customer satisfaction from the outset, foster positive and long-lasting relationships that turn customers into advocates and evangelists for the use of AI and EMMA AI in particular, in energy management.

Role Summary:

As the Head of Sales, your primary role is to plan and execute our GTM strategy; identify and engage with potential new clients, demonstrating the unique value of the EMMA AI solution. You'll be responsible for the full sales cycle, from lead generation to deal closure and account nurturing, ensuring that each new customer becomes a lasting partner.

Key Role Responsibilities:

  • Develop strategy for prioritising, targeting, and closing key opportunities in all verticals
  • Perform account planning for assigned accounts, coordinating with other resources to ensure strategic alignment across our growth team
  • Develop a Key Account strategy across medium to large prospects
  • Maintain accurate and timely customer/prospect, pipeline, and service forecast data in the CRM
  • Work with the marketing team to generate a pipeline of prospects using your network, social media, email, events and progress them through to revenue
  • Work with the board to develop international business when the company starts its international expansion (within the next 24 months)
  • Work closely with marketing to define sales strategies for target audiences
  • Develop transactional sales achievements into strong and trusted relationships by becoming a trusted advisor to early stage prospects
  • Be the customer facing lead in the business by carrying out regular high-quality webinars, product demos, pitches and presentations to prospects and customers to keep EMMA AI front of mind
  • Evolve the EMMA AI pricing model to stay competitive in the market, whilst reflecting the value the product delivers
  • Negotiate commercial agreements, managing relationships through to closing

Role Scope:

  • Collaborates with cross-functional teams to achieve company-wide growth objectives.
  • Expected to innovate and contribute ideas that drive not only individual performance but also team and company success.

Key Relationships:

  • Potential and new customers across various industries.
  • Colleagues within the Go To Market team and other internal departments.
  • Existing large customers
  • External partners and stakeholders.

About You; Personna, Skills & Experience

  • Experience and success negotiating deals with a variety of C-Suite Executives, originating and closing opportunities from a field sales position
  • 5+ years of experience selling SaaS based technology in the energy or energy services space to C-level from a field sales position.
  • Experience in engaging in a programmatic approach to generate and develop leads within your territory
  • Proven track record in a high-velocity sales cycle, including prospecting for opportunities and with a proven ability in acquiring new customers.
  • Understanding of the strategic competitive landscape of the industry by staying up to date with trends and customer needs so you can effectively position Optimal Monitoring solutions within accounts
  • Comfortable working in a scale up environment and selling impactful solutions with low brand recognition
  • Strong negotiation and communication skills, with the ability to persuade and inspire at the C-suite level.
  • Ability to thrive in a fast-paced and changing environment.
  • Experience leveraging and partnering with internal team members on account strategies
  • Excellent verbal and written communication skills

Knowledge & Qualifications:

  • Demonstrated ability to meet and exceed sales targets.
  • Degree level education, ideally in a commercial related subject
  • Proficient in use of CRM software.
  • Knowledge of the energy services & technology sector.

Behaviours & Values:

  • A proactive and enthusiastic approach to business development.
  • The ability to operate with a high degree of autonomy while also contributing as a team player.
  • Passionate about doing the job well and a healthy fear of failure
Optimal Monitoring has a high performance, innovative culture and a friendly sociable team. We pay competitive salaries, based on experience, and generous bonuses for performance over and above expectation.  We offer flexible working hours for all staff. We have transitioned away from our fixed office to a fully remote, working from home model, which will remain in place for the foreseeable future but stay under review as we grow in size.  We meet in the London and Thames Valley/Chilterns area

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