Enterprise Sales Director

Databricks

SLSQ227R272 Do you want to help solve the world's toughest problems with big data and AI? This is what we do every day at Databricks! Leading a team of Enterprise Named and Strategic Account Executives, you will be measured by achieving your team's overall quota and growing Databricks consumption. This is a team of account executives that are passionate about building a data ecosystem for UKI, technically knowledgeable and have a strong desire to drive value for our customers. You will oversee the Telco & Utilities senior sales team, implementing sales plans, expanding existing business and delivering accurate sales forecasting and reporting.  This is a fantastic opportunity to build upon a highly successful team achieving significant year on year growth, in a fast growing business which is hugely impactful part of the UKI sales organisation. We are looking for owners, who will go the extra mile and want to be the very best at what they do. The position will report directly to the RVP, Enterprise   The impact you will have: * Lead a team of account executives, ensuring you coach them to develop the skills and behaviours they will need to succeed * Establish company territory plans, team structure, individual quotas and patches for your team, including investment capacity requirements * Report on revenue forecast and strategic GTM programs * Partner with cross-functional teams to manage a complete revenue and customer success process * Inspire a culture of teamwork, leading with value and achieving desired customers outcomes * Develop trust-based relationships with customers and partners to ensure long-term success * Encourage learning and ongoing understanding of technical product details and our future product roadmap * Establish a revenue growth and investment plan in the first 90 days * Deliver our strategic growth plans, in collaboration with the other function leaders across EMEA, ensure forecast accuracy and a predictable, high-growth business  What we look for: * Experience as a high-growth enterprise software sales leader with experience leading sales teams serving Named and Strategic customers in UKI within the Data, AI, Cloud, or SaaS Sales Industry * Experience within the Telco or Utilities vertical  * History of exceeding sales quotas in similar high-growth technology companies * Ability to engage with and hire sales talent in the market * Focus and emphasis on methodology-based sales coaching, MEDDPIC and a Challenger mentality * Experience of value-based sales with both the business and IT stakeholders including C suite * Experience in leadership roles focused on managing sales organisations to influence, develop, and achieve objectives within Data, AI, Cloud, or SaaS sales * Extended Executive relationship network with key Telco & Utilities customers. * Knowledge of the partner ecosystem to help grow Enterprise strategic territories * Success implementing strategies for consumption and commitment-based sales revenue models About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. Our Commitment to Diversity and Inclusion At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Fonoa

REGIONAL SALES DIRECTOR – STRATEGIC ACCOUNTS LEAD THE ENTERPRISE GROWTH ENGINE BEHIND AUTONOMOUS TAX Fonoa is the Tax Operating System for autonomous tax. AI that tracks every rule, acts on every obligation, and proves every decision, built on modular infrastructure. Fonoa’s modules cover the full indirect tax lifecycle: tax ID validation, real-time tax determination, e-invoicing, and returns. All on one shared data model and integration, with one audit trail. Each added capability makes the others stronger. Agents monitor obligations, populate returns, catch anomalies and assemble audit packs in seconds. The system does the work. Humans make the calls. That’s autonomous tax. We operate across 120+ countries, with clients going live in weeks, if not days. Trusted by Canva, Netflix, Spotify, Uber, Zoom and Booking.com. Find out more: www.fonoa.com WHY JOIN FONOA? We're building the infrastructure that enables autonomous tax for some of the world's most recognisable companies. Our customers operate across multiple markets, navigate complex compliance requirements, and rely on Fonoa to help them scale globally with confidence. As Regional Sales Director – Strategic Accounts, you'll lead a team responsible for expanding relationships within these organisations and helping them solve increasingly complex tax and compliance challenges. This is an opportunity to join a company operating in a large and growing market, work with globally recognised brands, and play a key role in building the next stage of Fonoa's enterprise sales organisation. THE ROLE We're looking for a Regional Sales Director – Strategic Accounts to lead a team of Strategic Account Executives focused on some of the world's most complex and ambitious companies. This is a first-line leadership role that combines team leadership with active involvement in strategic deals. You'll help your team navigate complex buying environments, engage senior stakeholders, and expand Fonoa's footprint within global organisations. You'll be responsible for driving predictable revenue performance, developing sales talent, and ensuring disciplined execution across the entire sales cycle. Success in this role requires strong enterprise sales leadership, effective deal coaching, and the ability to align teams around customer outcomes. WHAT YOU'LL DO TEAM LEADERSHIP * Lead, develop, and coach a team of Strategic Account Executives * Set clear performance expectations and support individual development * Provide hands-on guidance throughout the sales cycle, from account planning through to negotiation and close * Foster a culture of accountability, collaboration, and continuous improvement * Support hiring, onboarding, and development of top enterprise sales talent STRATEGIC ACCOUNT GROWTH * Drive revenue growth across a portfolio of global enterprise accounts * Support account planning, stakeholder mapping, and multi-threading strategies * Help teams identify expansion opportunities across business units, geographies, and product lines * Build relationships with senior executives and decision-makers within customer organisations * Ensure a consistent focus on customer value and long-term partnership development SALES EXECUTION * Drive accurate forecasting, pipeline management, and quota attainment * Coach teams on deal strategy, qualification, and execution * Support complex enterprise opportunities, including executive alignment and commercial negotiations * Embed consistent use of sales methodologies such as MEDDPICC and Challenger * Identify risks early and take action to improve deal outcomes CROSS-FUNCTIONAL LEADERSHIP * Partner closely with Marketing, Product, Customer Success, Alliances, and Partnerships teams * Leverage strategic partners, including Big 4 firms and technical alliances, to accelerate opportunities * Align internal stakeholders around customer priorities and commercial objectives * Represent Fonoa in customer meetings, partner engagements, and industry events WHAT WE'RE LOOKING FOR REQUIRED * Experience leading Enterprise Account Executives or Strategic Account Executives within a SaaS environment * Proven track record of closing and supporting complex, multi-stakeholder enterprise deals * Strong leadership and coaching capabilities * Experience managing long sales cycles and navigating complex buying processes * Strong forecasting, pipeline management, and sales execution skills * Ability to build credibility with senior customer stakeholders and executive buyers * Experience working cross-functionally across multiple business functions STRONG SIGNALS * Experience selling into global enterprise organisations * Strong understanding of value-based selling and enterprise account planning * Experience working with consulting partners, systems integrators, or alliance ecosystems * Demonstrated success building and scaling high-performing enterprise sales teams WHAT THIS ROLE IS NOT * A second-line leadership position removed from deals and customers * A player-coach role carrying an individual sales quota * A channel-only or partner-focused sales role * A sales operations or enablement position * A transactional sales management role focused on short sales cycles WHY SALES LEADERS WIN AT FONOA * Mission-critical platform solving a complex global challenge * Large and growing addressable market * Strong fit within complex enterprise environments * Clear land-and-expand opportunity across global accounts * High-impact leadership role with visibility across the business * Opportunity to build, develop, and scale a world-class strategic sales team ONBOARDING You'll go through a structured onboarding programme that combines product immersion, market education, and sales methodology training. Our goal is to quickly equip you with the knowledge, context, and support needed to coach your team effectively, engage in complex enterprise opportunities, and contribute from day one. As part of the recruitment process at Fonoa, we process your personal data in accordance with our Privacy Notice for Job Applicants. This notice explains how and why your data is collected and used, and how you can contact us if you have any concerns.

Kraken

  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’re a technology company focused on creating a smart, sustainable energy system. From optimising renewable generation, creating a more intelligent grid and enabling utilities to provide excellent customer experiences, our operating system for energy is transforming the industry around the world in a way that benefits everyone.   It’s a really exciting time in energy. Help us make a real impact on shaping a better, more sustainable future. 🏡 Where you'll fit in Help build the future of energy flexibility Kraken is transforming the energy industry with technology that powers some of the world's leading utilities. As we expand our flexibility business, we're looking for an exceptional commercial hunter to help shape one of the biggest opportunities in the energy transition. This isn't a people management role. It's for someone who loves opening doors, creating opportunities from scratch, and closing complex strategic partnerships that change markets. 🚀 What you’ll own You'll lead enterprise sales across the flexibility ecosystem, working with utilities, retailers, aggregators, grid operators, IPPs and asset owners to bring Kraken's flexibility platform to market. From virtual power plants and demand response to battery optimisation and balancing services, you'll turn complex challenges into long-term commercial partnerships. You'll: Build strategic pipeline from the ground up. Win complex, multi-stakeholder enterprise deals. Build trusted relationships with senior decision-makers across the energy sector. Work closely with Product, Engineering and Delivery to shape solutions customers actually want. Bring market insight back into Kraken to influence our product and go-to-market strategy. Travel internationally to grow Kraken's global footprint. 🧠 What you bring to the party You've built your career selling complex solutions into the energy industry and have a track record of creating opportunities where others see ambiguity. You'll bring: Deep enterprise sales experience in energy, utilities or flexibility. Expertise in either: Residential flexibility (VPPs, demand response, DERs, EVs, batteries, smart tariffs), or Generation and asset flexibility (batteries, renewables, trading, ancillary services, balancing markets). A history of personally sourcing and closing strategic, high-value deals. Confidence selling to C-suite, commercial and technical stakeholders alike. Experience navigating long, consultative sales cycles. Curiosity, resilience and a willingness to travel internationally. You'll thrive here if you... Love building pipeline from a blank sheet. Enjoy solving commercial puzzles rather than selling products. Can simplify complexity and create momentum in emerging markets. Think strategically but aren't afraid to roll up your sleeves. Want to help shape both the deals we win and the products we build. Why Kraken? You'll help define how flexibility markets develop around the world, working with some of the biggest names in energy while influencing the future direction of Kraken itself. If building markets, winning complex deals and accelerating the energy transition sounds like your kind of challenge, we'd love to meet you.