Sales Lead - Continental Europe

Role: Sales Lead - Continental Europe

Location: Remote (based in Europe)

Who we are:

Emulate is a cutting-edge software company enabling utilities and electricity retailers to engage their customers and aggregate devices like EVs and heat pumps into virtual batteries they can use to enhance grid resilience or trade on electricity markets. Our platform opens up new revenue streams for our customers, makes the grid more reliable, and paves the way for renewable energy generation.

Today Emulate has 28 employees. We’re a Swedish company with an office in southern Sweden, but the team is remote and distributed across both Europe and the US.

What you’ll do:

As our Sales Lead for continental Europe, you will capitalize on the momentum we’ve built in Scandinavia, to drive growth in high-potential markets such as Germany, Austria, the Netherlands, Benelux countries, and potentially even the UK. You’ll refine our sales strategies, identify go-to-market channels, and build a strong pipeline to close deals that grow our ARR.

While you’ll start out as an individual contributor, your role will expand as the company does. Whether that means going after bigger clients, scouting new geographies, or managing a team will depend on how you want to evolve as a sales professional.

• Drive revenue growth by building and managing a robust pipeline.

• Identify and cultivate relationships with key channel partners to shorten the sales cycle.

• Refine our sales strategies and go-to-market approaches for markets across Europe.

• Fine-tune Emulate’s value proposition to resonate with diverse customers.

• Collaborate with marketing, product, and engineering teams to inform messaging and roadmap priorities.

Who you’ll work with:

You’ll spend more of your time with the commercial team, which encompasses marketing, sales, and customer success. You’ll also be supported by our product teams, and support them in turn by relaying what you hear from the market and informing discussions around prioritization of our development roadmap.

What we’re looking for:

• You have ~5 years of experience driving sales or business development efforts, with 2 or 3 of them focused on energy companies in Europe.

• You are familiar with startup environments (or other fast-moving ones that require flexibility).

• You are fluent in English, German, and possibly other languages our future customers speak.

• You are an excellent communicator, time-manager, and relationship-builder.

• You can travel to meet clients, attend conferences, and collaborate with the team.

How you’ll know if you’ve been successful:

• By Month 3:

  • You have developed a strong understanding of Emulate’s product and value proposition. Your elevator pitch is fantastic.

  • You are the company expert on markets in continental Europe, and have had dozens of conversations with individuals in them. You are developing a point-of-view on how Emulate can make inroads there.

  • You have exhibited a clear bias toward action and making things happen.

• By Month 6:

  • You have taken on ownership of the pipeline we already have of non-Scandinavian prospects, and are starting to bring in your own deals.

  • You know our competitors inside and out, and can explain the pros and cons of each.

  • You are testing well-informed hypotheses on how we should go to market. You may even have some evidence supporting or refuting them.

• By Month 12:

  • You have built a pipeline that covers a large portion of Emulate’s growth targets, and then some.

  • You are closing key deals that demonstrate market traction.

  • We are thinking about how to support you with further investments in lead generation.

How you know you’ll fit in:

• You thrive in ambiguity. You take ownership and initiative. You execute. You hold others accountable and expect them to do the same

• You jump right in. You understand that failure is a necessary step on the path to learning.

• You are a great collaborator. You assume best intent, lead with empathy, and step up when the team needs it.

• You do things the right way. You don’t cut corners.

• You are motivated by something, and work hard to get it. Whether it’s a cleaner planet, having impressive stories to tell, or the simple satisfaction of working on hard problems with great people, you have a reason to be here.

Finally, we understand that candidates rarely check every box, and encourage you to apply if you are confident in your ability to fill the role and excited about the opportunity. Feel free to reach out to Blake ([email protected]) with any questions or concerns.