Head of Sales

Tether enables EV charging operators (CPOs) to earn new revenue from flexibility/balancing markets and e-credits, without extra complexity. We’re working with several clients, close to our first market qualification in Sweden, and expanding across the Nordics and selected EU markets. We’re hiring a Head of Sales to own our commercial strategy and execution end‑to‑end. Role summary You will: Own new business revenue across balancing/flex markets Design and run the go‑to‑market for Nordics first, then wider Europe Build a lean commercial engine (processes, CRM, playbooks) and manage SDR/analyst support This is a hands‑on leadership role: you both close deals yourself and build the structure so others can. Key responsibilities 1. Sales strategy & market prioritization Define and continuously refine country prioritization Balance two dimensions in market selection (customer and regulatory) Use inputs from the SDR/Market Analyst to: Quantify market size (ARR potential) Assess overlap with our setup (minimize product/regulatory changes) Identify “easy” target markets Own the full sales cycle, from receiving qualified leads from our SDR to signing contracts with them Lead high‑stakes conversations with: C‑level and senior leaders potential clients Technical stakeholders (operations, product, IT) with support from our team Frame and sell our value proposition credibly despite limited live track record Align with clients on onboarding steps and expectations 3. Outbound & relationship strategy Work with our SDR/Market Analyst to design a high‑quality, low‑volume outreach strategy, recognizing a niche addressable market Drive relationship‑based selling and create long‑term trust with key clients Own and refine commercial structures for core services and add‑ons Translate product and cost structure into sustainable pricing 5. Sales operations & enablement Implement a lean CRM + process stack Create repeatable playbooks Coordinate with product/tech on standardized onboarding decks outlining “what happens after you sign” 6. Team building & leadership Manage and mentor the SDR/Market Analyst Plan hiring roadmap for the commercial team as we grow Act as the commercial counterpart to the CEO and tech leads, shaping overall company strategy with market feedback What success looks like (after 6–12 months) Clear, documented market prioritization and GTM strategy Predictable, qualified pipeline with clear probabilities and timelines Multiple signed commercial agreements with clients (beyond existing Swedish clients), with at least one additional country beyond Sweden A functioning sales process & CRM that others can plug into Demonstrated early ARR and revenue share traction from analytics/onboarding and first operations. Requirements Must‑have: 5–8+ years in B2B sales, with closing responsibility for complex/technical products (SaaS, energy, infrastructure, or similar) Experience designing and running end‑to‑end sales processes in a startup or small team Proven ability to sell into mid/large enterprises: multi‑stakeholder deals, non‑trivial procurement, long sales cycles Strong strategic thinking: can decide where not to focus and justify it with data Excellent written and spoken English; comfortable with C‑level presentations and negotiation High ownership, hands‑on: willing to prospect, run demos, negotiate contracts, and build process from scratch Nice‑to‑have: Experience in EV charging, energy markets, grid flexibility, or climate tech Familiarity with Nordic or European electricity markets and/or regulatory‑driven sales Track record of leading or mentoring SDR/BDR teams Compensation & structure Competitive base salary appropriate for an early‑stage European startup Variable component tied to closed‑won deals and live revenue (commission + potential bonuses for hitting annual targets) Company equity Join Tether for... A central role in defining how EV charging flexibility is sold in Europe Direct collaboration with the management team on product, markets, and company strategy High autonomy, fast decision cycles, and meaningful equity/ownership discussions for the right profile #J-18808-Ljbffr