Sales Director, AI

Help us use technology to make a big green dent in the universe!

Kraken powers some of the most innovative global developments in energy.

We create the technology that redefines utilities and unlocks a new energy system of the future. By optimising renewable generation, building a more intelligent grid, and empowering utilities to deliver an exceptional customer experience, our operating system is transforming the industry worldwide.

It’s an incredibly exciting time to work in energy. Join us on our mission to improve the lives of ONE BILLION humans within the decade and shape a cleaner, better future for everyone.

🏡 Where you'll fit in:

We need a commercially sharp sales leader who can take ownership of growing Kraken’s Agentic Customer Service business globally. Someone who can decide where we focus, lead the team, shape our biggest deals and make sure growth translates into profitable, contracted revenue.

They would lead both the Principal Engagement Managers and any future sales hires, setting the direction across winning initial deployments and expanding clients into broader adoption. They need to see the whole business while staying close enough to the detail to intervene where it matters.

🚀 What you’ll own

C-Suite Value Selling

• Lead strategic conversations with senior stakeholders, reframing AI from “interesting technology” to tangible business outcomes (e.g. reducing Cost-to-Serve, increasing NPS, driving operational efficiency).
• Build and shape 3-year transformation roadmaps with customers.
• Present confidently in a variety of settings—from executive boardrooms to large-scale events.

Account Expansion & Strategy

• Own and execute upsell and cross-sell strategy across Kraken’s existing client base.
• Identify high-potential opportunities and build targeted expansion plans; this role requires proactive account analysis, not reactive selling.
• Navigate complex stakeholder environments and lead multi-million dollar commercial negotiations.
• Own a defined revenue target (quota) tied to AI product expansion within existing accounts
• Personally responsible for closing deals and delivering booked ARR
• Accountable for forecast accuracy and revenue delivery
• Own AI commercial outcomes within a defined portfolio of existing enterprise accounts
• Lead all commercial activity related to AI expansion within those accounts
• Lead late-stage deal cycles including commercial structuring, pricing, and contract negotiation
• Take full ownership of pricing strategy within deals and ensure value capture

Internal Influence & Collaboration

• Partner closely with Customer and Account teams to align on account strategy and gain access to key stakeholders.
• Coordinate with internal teams to progress specific commercial opportunities.
• Train and enable broader commercial teams to identify and progress AI opportunities.

AI Evangelism & Technical Translation

• Clearly articulate the value of Generative AI, LLMs, and automation in a way that is credible, practical, and outcome-driven.
• Handle early-stage technical and commercial objections independently, working alongside technical specialists where needed.
• Act as the voice of the customer—feeding insights back into Product to shape our AI roadmap.

Global Engagement

Travel to client sites and Kraken hubs across Europe, APAC, and the Americas to lead workshops, strategy sessions, and executive engagements

🧠 What you’ll bring to the party:

• A strategic seller who thrives in high-stakes, consultative sales environments.
• Equally comfortable influencing internally and externally to unlock opportunities.
• Commercially sharp, highly adaptable, and able to “read the room” across a variety of stakeholders and contexts.
• A compelling communicator who can confidently position and sell in any setting—from informal conversations to keynote presentations.
• 5+ years in Enterprise Account Management, Strategic Sales, or Account Expansion roles.
• Proven experience selling high-value SaaS solutions (ideally within CX, Contact Centre technology, or AI/Automation).
• Strong track record of navigating complex stakeholder landscapes and closing large, multi-million dollar deals.
• Experience with value-based selling and building long-term, “win-win” client relationships.
• Comfortable operating in a fast-evolving product environment and adapting messaging accordingly.
• Highly proactive and able to independently identify opportunities and build a pipeline within an existing client base.

⭐️ Bonus points:

• Experience selling Generative AI solutions, particularly within regulated industries.
• Familiarity with platforms such as Salesforce or Oracle.
• Background in the Energy or Utilities sector.
• Understanding of practical challenges in LLM implementation.

Are you ready for a career with us? We want to ensure you have the right tools and environment to unleash your potential. If you have any accommodation requests, please contact us at inclusion@kraken.tech. We’ll do our best to tailor the experience to your needs so you can feel comfortable, confident and be at your best!

Studies have shown that some groups of people, like women, are less likely to apply to a role unless they meet 100% of the job requirements. Whoever you are, if you like one of our jobs, we encourage you to apply as you might just be the candidate we’re looking for! At Kraken, we're creating a team of genuine, honest, empathetic people.

Our people are our strongest asset and the unique skills and perspectives people bring to the team are the driving force of our success. As an equal opportunity employer, we do not discriminate on the basis of any protected attribute. We consider all applicants without regard to race, colour, religion, national origin, age, sex, gender identity or expression, sexual orientation, marital or veteran status, disability, or any other legally protected status.

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By applying, you acknowledge that you’ve read, understood and consent to these terms

Please note that, in line with our current recruitment policy, we are unable to offer visa sponsorship for this position; applicants must have the right to work in the country that they're applying to, at the time of application.*