Head of Sales (m / f / d)

About the Role

The Head of Sales brings a highly structured approach to market coverage — knowing exactly which customers and segments to pursue, with clarity on how to access decision-makers. You will drive our sales execution model across customer types — from new entrants to retrofit OEMs to established incumbents — and ensure alignment with company revenue goals. This role requires a leader who is both strategic and hands-on: building the structures, team, and processes for scalable and repeatable sales success, while personally engaging in high-impact customer opportunities. You will coordinate closely with Marketing, Partner Management, Customer Success, and Strategy to ensure smooth transitions and long-term customer growth. We are looking to build a highly structured and systematic sales team and approach, making sure we engage with our future customers regularly and in particular at the right moment in time when they make their decision.

What You’ll Do

Sales & Customer Targeting Strategy

• Own the customer acquisition strategy and prioritization framework, ensuring alignment with company revenue goals
• Define target sales segments and accounts, applying the Ideal Customer Profile (ICP) to qualify and prioritize high-value opportunities
• Run systematic, account-based programs to reach decision-makers and maintain regular engagement at the right moments in the buying cycle
• Use CRM and analytics to map the customer landscape, identify white spots, and drive structured territory coverage
• Lead account-based sales (ABS) for strategic prospects, including stakeholder mapping and multi-touch engagement at technical, commercial, and executive levels
• Tailor the sales approach for new entrants, retrofit OEMs, and incumbents across charger segments (wallboxes, stand-alone DC, powerblock/dispenser)
• Drive pricing strategy and footprint quality, ensuring sustainable margin and scalability across customer segments

Sales Leadership

• Build, lead, and develop a high-performing sales team across segments
• Define KPIs, structures, and playbooks that enable predictable revenue growth
• Deploy repeatable sales motions aligned with customer maturity and segment needs
• Oversee and maintain a balanced incentive program for sales executives
• Drive adoption of tool-based approach (e.g. CRM, AI) to unlock data-driven sales approach

Customer Targeting & Strategy

• Apply the Ideal Customer Profile (ICP) to qualify and prioritize customers
• Lead account-based sales (ABS) for strategic prospects, including stakeholder mapping and multi-touch engagement at technical, commercial, and executive levels
• Tailor approach for new entrants, retrofit customers, and incumbents across charger segments (wallboxes, stand-alone DC, powerblock/dispenser)

Cross-Functional Collaboration

• Work with Marketing on segment-specific and account-based campaigns and lead generation (e.g. segment-specific outbound activities, newsletters, webinars)
• Engages channel and technology partners to extend reach, co-sell, and accelerate sales impact
• Coordinate with Customer Success to ensure seamless onboarding and long-term adoption
• Provide structured customer insights into the Strategy and Product teams to shape roadmap priorities

Sales Operations & Process Excellence

• Oversee funnel and CRM management, ensuring pipeline visibility and forecast accuracy
• Drive automation and workflow-driven sales approach, maximizing visibility and traction among our customers
• Apply qualification frameworks (e.g., MEDDICC for ABS; simplified frameworks for traditional sales)
• Standardize pricing, contracting, and deviation guardrails to protect margin

What you can expect

About You

Commercial Expertise

• Proven track record in B2B technology, industrial, IoT, or energy-related sales, ideally in markets that have moved from early growth into more structured, “grown-up” phases
• Strong enterprise sales background with experience breaking down a total addressable market into clear, actionable segments
• Demonstrated success in building and scaling structured, hands-on sales organizations – with a clear playbook-driven approach
• Experience owning customer acquisition strategies and complex deal negotiations
• Clear enthusiasm for working in a scale-up environment of this size and stage, combining entrepreneurial drive with systematic execution

Leadership & Team Building

• Demonstrated ability to build and lead diverse sales teams (sales leads, pre-sales, operations)
• Strong coaching skills with a focus on accountability, clarity, and motivation

Systematic Execution, Process & Automation

• Proven track record in building systematic high-performance sales organizations
• Hands-on, entrepreneurial, and disciplined in pipeline and KPI management
• Familiarity with CRM-driven reporting & workflows and sales qualification methodologies

And beyond your expertise, this is how you work:

• You take ownership, roll up your sleeves, and proactively seek out opportunities
• You provide structure and have the stamina to stick to and execute your plan
• You bring energy, positivity, and team spirit — without needing to be in the spotlight
• You think in connected systems, develop topics independently, and turn ideas into tangible outcomes
• You’re not afraid to make decisions, make mistakes, and learn from them
• You present results with clarity, provide constructive feedback, and foster alignment
• You earn trust not through show, but through substance, consistency, and execution power
• As a sparring partner, you bring realism and help set the right priorities

Your day at EcoG

Why us?

• Lead the commercial growth of a scale-up driving the global EV transition
• Shape and own our OEM acquisition strategy and account-based sales approach
• Build and scale a sales organization designed for long-term, profitable growth
• Work hand-in-hand with Customer Success, Strategy, and Product to deliver impactful solutions
• Competitive compensation package with performance-based incentives

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