Sales Manager, 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 bring to the party:

Commercial judgement needs to be their strongest quality

They naturally question the economics of a deal: what the customer is committing to, what we are charging, what it costs us to deliver and how the margin changes as usage grows. They understand how conversation volumes, channel mix, implementation effort, partner costs and contractual commitments fit together.

They can defend our value and negotiate firmly while maintaining a strong customer relationship. Discounts, additional scope and flexible terms are deliberate decisions with a clear return. They recognise when a large headline number hides weak commitments, expensive delivery obligations or an agreement that will be difficult to scale.

They are comfortable working through contracts with Legal and Finance, taking ownership of the commercial decisions and knowing when an issue needs escalation.

They have an agentic background and ideally a utilities background

They need to have sold agentic AI before ideally to large scale customers for enterprise software.

We have identified that a weakness in the wider AI team is an understanding of how agentic translates into real life issues encountered by utilities. This hire would ideally also have a utilities background to ensure both credibility with clients and that we do not become Sierra 2.0.

They can turn customer interest into a buying decision

They can sit with a CEO, COO or CFO and explain what Agentic Customer Service could change about their business, what that change is worth and what it will take to achieve it.

They challenge business cases and distinguish measurable value from optimistic assumptions. They also understand the power of humans and why certain AI needs to remain in the hands of humans to maintain their excellence.

They consistently bring conversations back to who will decide, what budget is available, what evidence is needed and what the customer is prepared to commit to.

They lead capable people and raise their performance

Their team should gain clear direction, strong coaching and useful challenge from this person. They set expectations across qualification, account strategy, negotiation, forecasting and expansion, with clear ownership between the roles.

They can inspect a deal and identify where the team needs help: an absent economic buyer, an unconvincing business case, a weak negotiation position or an expansion opportunity nobody is actively pursuing. They develop the team’s judgement while personally leading the situations that need their seniority.

They make the organisation work around the opportunity

Much of the reality is aligning Sales, existing Account Teams, Product, Delivery, Legal, Finance and Sierra. This person builds trust across those groups and gets clear decisions when priorities conflict.

They protect Kraken’s commercial position within the Sierra partnership, including customer ownership, costs, responsibilities and the route to scale. They also ensure customer commitments reflect what Product and Delivery can support, challenging constraints and securing resources where the opportunity justifies it.

They bring focus and follow through

They can choose which accounts deserve attention, where senior involvement will make a difference and which opportunities should wait. Their forecasts stand up to scrutiny, and they spot slippage early.

They are comfortable with an evolving product and incomplete information. They ask good questions, make decisions and follow through until there is a clear outcome.

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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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.*