About Piclo

The climate crisis means that now, more than ever, we need to act. Here at Piclo, we believe we are not powerless against climate change and are focused on enabling the transition to a decarbonised future. Our team is on a mission to make our energy systems smart, flexible and sustainable.

We’re hiring a European Sales Lead to work alongside our friendly team that are at the forefront of transforming the energy sector.  

Who we are

Founded in 2013 by Andy, Alice and James, we are a quickly growing team of 30+. Having completed a successful Series A round during 2020 and with backing from the Clean Growth Fund and Mott MacDonald Ventures, Piclo is a tech company poised to disrupt the way that electricity grids are run worldwide.

Piclo Flex is the leading independent marketplace that enables technologies, such as electric vehicles, to provide flexibility to electricity grids. With the rise in demand for renewables and clean technologies, our grids come under more stress and face challenges in maintaining the delicate balance of supply and demand. Piclo Flex smooths out the complex transition, delivering low-cost and resilient grids.

Piclo’s achievements to date include the following:

• Secured commercial partnerships with 6/7 UK Distribution System Operators (DSOs);
• > £55m DSO flexibility transactions via Piclo auctions;
• Over 400 flex providers have registered 13GW of flexible assets; and
• First international pilots identified across several EU countries.

We know “flexibility” can be quite complex to understand at first, here’s a short video that explains “what are flexibility services?”

Inclusivity

Our team welcomes everyone to work together on our mission. We don’t believe that anyone should be discriminated against for any reason, be that age, nationality, gender, race, sexual preferences, religious beliefs, political leanings or disabilities. We welcome diversity among our colleagues and see it as important that everyone is supported and comfortable working with us.

Who we are looking for

After closing our Series A, we’re looking for a mission-driven and experienced European Sales Lead who can help drive our sales and help Piclo being a global market leader. You will be responsible for delivering on revenue, pipeline and new region growth targets and will report directly to the Chief Commercial Officer (CCO).

Over the coming 18 months you will be expected to drive growth by developing the pipeline of DSOs and partners across Europe (and beyond), closing commercial contracts with DSOs clients and nurturing growth of flex providers in all of our operational countries. 

About the role

As European Sales Lead, you will be spearheading the sales  agenda for Piclo during this critical stage of growth. This includes the opportunities to build a team of sales professionals, engage in the market and run the sale operations for Piclo. Responsibilities will include the following:

Developing sales capabilities

You will work with the CCO to develop a scalable inbound and outbound sales engine for Piclo. This includes activities such as:

• Defining the sales growth strategy for European DSOs and flex providers
• Hiring and/or developing sales directors, account managers to drive sales
• Developing and maintaining a highly effective end-to-end sales process
• Supporting the configuration of a CRM system
• Collaborating with marketing to develop an effective inbound sales engine

Engaging the market

You will actively engage the market to project Piclo’s brand, generate opportunities and develop winning proposals. Activities include:

• Generating new opportunities with DSO and flex providers
• Developing relationships with customers and being highly responsive to their inquiries 
• Engaging in pre-sales activities such as client workshops and product showcasing
• Leading development of high quality, tailored proposals and commercial offers
• Attending  and/or speaking at conferences, webinars and industry events

Managing sales operations

Alongside the CCO, you will be responsible for building pipeline and delivering on revenue targets. Activities include:

• Qualifying and managing portfolio of opportunities from identify to close
• Ensuring sales processes are executed uniformly and CRM is up to date
• Leading a team of high performing sales representatives
• Developing sales forecasts, revenue projections and other executive reports

About you

Our ideal candidate meets many (but not necessarily all) of the below criteria:

• 10+ years of successful technology sales and business development experience in Europe including 3+ years leading sales teams
• Track record of developing, qualifying and managing pipeline of multi-million pound enterprise SaaS opportunities from identification to close
• Experience building and managing  high performing sales teams underpinned by a culture of collaboration and team success
• Successful experience to help sales directors move complex, strategic deals through the sales process, to anticipate and manage risk, and ultimately accelerate closing
• Experience implementing  sales best practices and methodologies (e.g. MEDDPIC) and willingness to invest effort to establish them
• Creative approach to contributing to marketing and engagement campaigns to reach and influence our target audience
• Highly organised with the ability to prioritise and manage multiple activities across various clients, campaigns and duties 
• Excellent communicator who can build relationships with teammates from different disciplines, making sure that everyone is clear about what’s required of them. 
• Deep understanding of the electricity system and flexibility markets with pre-existing relationships across the energy sector
• Fluent in English, even if it’s not your first language.

Also desirable:

• Experience and demonstrated success with start-ups, scale-ups or high-growth companies
• Self-driven and highly motivated with the ability to progress targets or objectives even amidst ambiguity
• Passionate about enabling the  Energy Transition and motivated by Piclo’s mission to make our energy system smart, flexible and clean. 
• Naturally empathic and are always mindful of the humans who use and benefit from your work. 
• Commercial proficiency of an European language with a priority on French, German or Spanish
• Experience in scale-up environments.
• You are naturally empathic and are always mindful of the humans who use and benefit from your work. 

What we can offer 

Joining Piclo means you’ll be part of a high performing, passionate team that is right at the heart of accelerating the Energy Transition. In addition, we are pleased to offer the following

• Competitive compensation package, with standard share options
• 25 days’ holiday (plus Bank Holidays)
• 35 hour week - with flexible working hours (within core business hours)
• Hybrid working - with a minimum requirement to come into the office fortnightly, to meet with your team  
• Life Assurance at 3x salary, income protection and private Healthcare with Vitality (medical history disregarded)
• A monthly expense budget for the extra kit or tools you might need to get your job done to the best of your abilities at home 
• Annual allowance to spend on professional development, additional equipment, or your mental and physical wellbeing
• Quarterly off-site - where the whole company gets together

How to apply and interview process

To apply, email jobs@piclo.energy with 'European Sales Lead' in the subject line (or click the Apply button below) and tell us about your skills and experience, and why you think you’d be a good fit for this role. 

Please include either a copy of your CV, the URLs for your personal site or Linkedin profile, as well as URLs to any relevant public repositories that might support your application. Please note that, at this stage, we’re more interested in hearing why you think you’re a good match for us and the role. 

We conduct interviews in three stages

1. Introductory call: we’ll invite you for a short video call to discuss your experience and what you’re looking for in your next role. 
2. Challenge: If successful, applicants will be invited to complete a challenge relevant to the skills required in your role
3. Final interview: if successful, applicants will then be invited to a final, in-depth interview to meet additional members of the team