ВеликобританияSales Executive, Europe
1 нед. назад
ВеликобританияSeniorRemote
enterprise salesaccount managementpipeline managementenergy trading software
Enterprise Account Executive role focused on owning and growing sales in Europe for an energy trading software platform.
О компании
- Molecule is the most modern cloud-native ETRM/CTRM (Energy Trading and Risk Management) platform on the market. Founded in 2012 and headquartered in Houston, we serve 30+ enterprise customers from renewable energy producers and utilities to hedge funds and Fortune 100 companies, helping them capture trades, manage risk, and report P&L across power, gas, renewables, and 50+ other commodities. Our platform manages 500,000+ instruments representing nearly $100 billion in daily trade value.
- We're building out our European presence to meet surging demand from power and renewables companies across the UK and Continental Europe. We already have flagship European customers (including multi-country renewable portfolios across Portugal, Spain, Italy, Greece, and Southeast Europe), and a recent win in South Africa, a new deregulated market. We need a proven closer to own the full sales cycle across the region.
Обязанности
- You'll be the primary quota-carrying sales executive for Molecule across Europe and South Africa. This is a hunter role with a defined territory and real pipeline already in motion, including active opportunities with European utilities, trading houses, and renewable energy companies.
- This is a consultative, technically grounded sales role. Our most successful deals come from AEs who can sit across the table from a Head of Trading or Risk Manager and have a real conversation about PPA settlement mechanics, TSO connectivity, balancing cost optimization, or how a fund with seven SPVs needs entity separation in an ETRM. You don't need to be an engineer, but you need to be fluent enough to earn credibility with technical buyers and then orchestrate the right internal resources (solutions engineers, implementation leads, product specialists) to close complex deals.
- You'll be as much an educator and trusted advisor as you are a seller, helping prospects build internal business cases, navigate procurement, and understand what a modern ETRM can do that their spreadsheets can't. The typical sales cycle is 6-9 months with multiple stakeholders, and patience and persistence matter as much as closing instinct.
- - Own the full sales cycle for enterprise ETRM deals across Europe, from first meeting to signed contract, with typical deal sizes of €100K–€300K+ ARR
- - Build and manage a qualified pipeline through a mix of inbound leads, conference networking, and targeted outreach. Our best European deals have originated from industry events (E-world, ETW), referrals from existing customers, and direct prospecting.
- - Run discovery sessions that go deep on the prospect's trading workflows, pain points, and organizational structure, understanding whether they need front-to-back ETRM coverage or a phased approach starting with position management and P&L.
- - Orchestrate demos and technical sessions alongside our Sales Engineer, ensuring each interaction is tailored to the prospect's specific commodities, market structures, and regulatory requirements.
- - Navigate multi-stakeholder procurement processes involving traders, risk managers, middle office, IT, CFO, and C-suite, often building consensus across functions that have never purchased enterprise trading software before
- - Act as the customer's advocate internally, flagging implementation complexity, product gaps, and realistic timelines. Our credibility with customers depends on honest scoping, not overselling.
- - Develop territory plans and provide accurate, honest forecasting. We value pipeline quality over volume.
- - Represent Molecule at European energy conferences and industry events, building relationships that may take months or years to convert.
- - Contribute market intelligence back to Product: what European customers need, where the gaps are, what competitors are doing, and where regulatory changes (REMIT, EMIR, MiFID II) create opportunity
- - Articulate Molecule's AI and technology differentiation (embedded LLM assistant, MCP server connectivity, API-first architecture) to technically sophisticated buyers who increasingly evaluate ETRM vendors on extensibility and innovation.
- - First 90 days: You know our product, ideal customer profile and active European pipeline inside out. You've met our existing European customers and run discovery on [X] new opportunities with our Sales Engineer.
- - By month 6: You've built €4M+ of qualified pipeline and closed or meaningfully advanced the deals you inherited.
- - By month 12: You've delivered €750K+ in new ARR against your ramped first-year target, landed at least one new reference logo in a new market, and shaped the European playbook (ICP, messaging, event strategy).
Требования
- - 5+ years of enterprise software sales experience, with at least 2–3 years selling into energy and commodities markets (ETRM/CTRM, trading technology, energy SaaS, or adjacent fintech).
- - Demonstrated track record of closing six-figure enterprise software deals with complex, multi-stakeholder sales cycles (6-9+ months).
- - Technical fluency in energy trading concepts. You should be able to discuss PPA structures, mark-to-market vs. realized P&L, power scheduling, renewable certificate markets, and European market structures (EEX, Nord Pool, EPEX) and the regulatory landscape (REMIT, EMIR, MiFID II basics) at a working level with trading professionals.
- - Consultative selling approach with patience for long sales cycles, including comfort educating first-time ETRM buyers, building business cases collaboratively, and staying engaged with prospects who are 6–12 months from decision.
- - Strong internal collaboration skills, with the ability to quarterback deals across solutions engineering, implementation, product, and executive leadership while keeping everyone aligned.
- - Based in London or willing to relocate; ability to travel across Europe regularly (~30–40%), including Continental Europe and occasionally Southeast Europe/Nordics/South Africa.
- - Fluency in English; additional European languages a strong plus (German, French, Portuguese, Spanish, or CEE languages particularly valuable).
Будет плюсом
- - Direct experience selling ETRM, CTRM, or energy trading platforms (OpenLink/ION, Brady, Allegro, Orchestrade, Previse, Amphora)
- - Existing relationships with energy trading companies, utilities, IPPs, or renewable developers in Europe, particularly in UK, DACH, Iberia, Nordics, or Southeast Europe
- - Experience at a growth-stage SaaS company (Series A–C, 30–100 employees) where you had to build playbooks, not just follow them
- - Comfort with AI and technology. You don't need to be an engineer, but you should be genuinely interested in how AI, APIs, and data architecture are changing enterprise software, and be able to credibly convey that to sophisticated buyers
- - Experience working with or selling alongside channel partners and system integrators
- - Experience selling into fund structures, SPVs, or multi-entity organizations where entity separation, fund allocation, and multi-currency requirements add commercial complexity
Условия
- Base salary of £100K–£120K (depending on experience) + uncapped commission with accelerators above quota, for a realistic OTE of £200K–£240K. Annual quota of €1M in new ARR, with a 3-month ramp. Benefits include pension, private health, and a flexible hybrid work arrangement.
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Другое
- Enterprise Account Executive, Europe (Energy Trading Software)
- Location: London, UK (preferred) · Hybrid
- Department: Sales
- Reports to: Head of Sales
- Employment Type: Full-time
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- Molecule is hiring the quota-carrying Enterprise Account Executive who will own Europe. You'll start with live pipeline, a London-based Sales Engineer and BDR, flagship reference customers across Iberia, Italy and Southeast Europe, and a CEO who will be in the room on your biggest deals. Deals run €100K–€300K+ ARR. OTE is £200K–£240K, uncapped, plus equity. If you've closed enterprise deals with energy traders and want to write the regional playbook instead of just following one, read on.
- - Best product in the category. We win on product: cloud-native, modern UX, API-first, real-time calculations. We were among the first ETRMs to ship an embedded LLM, MCP server connectivity, and published AI-readable documentation.
- - Real European traction. This isn't a greenfield experiment. We have flagship European customers running multi-country renewable portfolios, a production cluster in Europe, and regional support already in place. Recent wins include Southeast European utilities and Iberian renewable portfolios.
- - First-time buyer market. ~80% of our customers are purchasing an ETRM for the first time, which means you're selling transformation, not replacement, and the competitive landscape is spreadsheets and manual processes, not just legacy vendors.
- - High-growth, high-impact. You'll be joining a company targeting significant ARR growth in 2027, where your deals directly move the needle and your input shapes the go-to-market.
- - Room to build. With a lean European team, you'll shape how the region grows: territory strategy, events, and future hiring as revenue scales.
- - Strong leadership. Our CEO is commercially involved, and will be your partner on strategic European deals, not a distant executive.