Greyparrot
Director of Sales
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Director of Sales
Reporting to: CEO
Location: Based in London, with regular travel to the US and periodic travel across EMEA.
Greyparrot builds the intelligence layer for the global recycling industry, using computer vision, AI and data to give waste operators real-time visibility into their material streams.
We’ve closed our Series B, have an established customer base and a working go-to-market motion, and are now looking for a Director of Sales to help take the business through its next stage of international growth.
This is not a build-from-zero GTM role, nor are we looking for someone whose success has primarily come from personally closing the biggest deals.
Instead, we’re looking for a commercial leader who knows how to scale an existing sales organisation, introduce a new technology proposition into an established industry, and create the structure, discipline and relationships needed to grow across multiple markets.
A particularly important part of the role will be our US business. We sell there through a strategic reseller partner, while EMEA operates primarily through a direct sales model led by our Head of EMEA Business Development.
You will provide leadership across both models, improving commercial visibility and predictability while helping our teams and partners communicate the value of Greyparrot’s software, AI and data within a traditionally hardware-led industry.
You will lead a small, experienced commercial team including our Head of EMEA BD and After Sales Consultant.
Your Mission
- Scale Greyparrot’s revenue through a disciplined, repeatable commercial approach, strengthening our US business, developing our direct EMEA sales organisation and helping customers in a traditional industrial market understand and adopt a new, data-led way of working.
Outcomes
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The sales organisation operates as a system
- Qualification, pipeline management, tooling, forecasting and commercial decision-making are documented and repeatable.
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Revenue scales predictably
- You turn our growth ambitions into a commercial plan and forecast our leadership can rely on.
- Pipeline, qualification, conversion and forecasting become visible, consistent and actionable across both our direct and partner-led sales channels.
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Our US business grows
- The US is a strategically important market for Greyparrot.
- Our reseller partner owns its own sales motion, but you will support and grow senior commercial relationships, creating visibility across the pipeline, improving forecasting and accountability, supporting deal strategy and building strong relationships with both partner leadership and key customers.
- You will bring genuine experience of selling and scaling technology solutions in the US, with an understanding of how customer expectations, commercial approaches and sales execution can differ from European markets.
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EMEA’s sales process is built to scale
- Our EMEA team has strong industry knowledge and customer relationships.
- You will strengthen qualification, pipeline management, deal reviews and forecasting, giving the team a clearer and more repeatable operating rhythm.
- You will coach the Head of EMEA BD and regional team to own this day-to-day, stepping into senior customer conversations when your experience and influence can make a difference.
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Customers understand the value of something different
- Greyparrot sells AI-powered software and data into an industry historically centred around physical machinery and equipment.
- You will help evolve how we communicate and sell that value, moving conversations beyond hardware and helping customers understand the operational and commercial impact that better data and intelligence can create.
- You’ll bring experience of successfully introducing a new technology, product or business model into an established market where customers may initially need educating or convincing that there is a better way of working.
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- Our commercial model supports sustainable growth
- You will help evolve our pricing, commercial agreements and sales approach as Greyparrot scales within our existing markets.
- You’ll bring commercial insight and customer feedback to help shape these decisions, working closely with Mikela and our partners to ensure our model remains competitive, sustainable and scalable over time.
Success should increasingly come through the system, team and partners you lead, rather than depending on you personally carrying individual deals.
Competencies
- Customer Champion: You understand what customers and partners actually need, communicate value clearly and manage expectations honestly.
- Impact: You can point to measurable commercial growth you have created through teams, partners and scalable sales systems.
- Agility: You’re comfortable working without a fully established playbook and adapting your approach as the market, customer and product evolve.
- Integrity: You’re motivated by the performance of the wider commercial organisation, rather than needing to personally own every important deal.
- Curiosity: You seek to understand why customers buy, what prevents adoption and what needs to change rather than assuming a previous sales playbook will work unchanged.
Essential Experience
We’re particularly interested in candidates who can demonstrate the following:
- A strong track record of scaling B2B software, SaaS, AI or data-led revenue within a growth-stage business.
- Experience selling software, data or other technology solutions into traditionally hardware-led or industrial environments, for example manufacturing, logistics, energy, industrial automation, waste, recycling or similar. You understand how to build a software value proposition with buyers more accustomed to purchasing machinery, equipment or physical infrastructure.
- Experience successfully introducing a new or different technology proposition into an established market. You have helped create demand, educate customers and overcome resistance where the category or way of working was not already familiar.
- Significant commercial experience in the US, with evidence of having sold and scaled B2B technology solutions there. You understand the market beyond simply managing occasional US accounts and are comfortable taking meaningful ownership of US growth.
- Experience improving an existing sales organisation through stronger qualification, pipeline management, forecasting and deal discipline.
- Experience delivering results through both internal sales teams and strategic sales partners, rather than relying predominantly on your own individual sales number.
- Experience leading senior commercial people and creating accountability without unnecessary layers or complexity.
- Confidence operating with CEOs, founders, boards, enterprise customers and senior partner stakeholders.
- Experience negotiating meaningful commercial agreements and supporting complex enterprise deals.
Please note the role will require a willingness to travel regularly to the US and periodically across EMEA. We ideally want someone based in or around London, although we will consider strong candidates elsewhere in EMEA who can spend regular time with the team in London.
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Desirable Experience
- Experience working across both direct and partner-led sales models.
- Experience within industrial technology, automation, manufacturing, recycling, waste management or the circular economy.
- Experience helping a growth-stage business enter or materially scale a new geographic market.
What Success Looks Like
- 90 days: You understand our customers, product, EMEA sales organisation and US partner model in detail. You have identified where pipeline, qualification and forecasting need strengthening and have established strong relationships with the key people responsible for our US growth.
- 6 months: EMEA is operating with a clearer, repeatable commercial process and the US partner relationship has meaningful pipeline visibility, cadence and accountability. Our positioning clearly communicates the commercial value of Greyparrot’s software and data proposition to industrial customers, and the CEO has a forecast they can rely on.
- 1 year: Revenue is on a credible and evidenced path to scale. Our US and EMEA businesses operate through effective, repeatable commercial systems rather than relying on individual deal-making, and Greyparrot has a clear playbook for taking an innovative technology proposition into established industrial markets.
About Greyparrot
The world is in a waste crisis. Currently we produce 2.1 billion tons of solid waste per year. Data collection of the waste we produce is non-existent, meaning no systematic transparency and no accountability. It means that recycling targets are not upheld, dumping of waste into our oceans remains nobody’s responsibility, recyclables get sent to landfill or incineration, and producers get away with sub-standard packaging. Thus, recycling rates stubbornly remain at 10% and, unless we change, by 2040 the plastic stock in the ocean will have quadrupled - a problem that already costs society $1.5 trillion each year.
Our mission is to digitalise waste flows to accelerate the circular economy. Currently, our camera system and AI software are deployed in recycling plants and waste facilities around the world to measure material flows and provide waste analytics. We have compiled a team of experts to deploy our technology and we’re looking to expand our team.
What We Offer
- 💰 Competitive London-based salary (salary band available upon application) + Employee stock option scheme
- 🏘️ Customised hybrid working between office and home
- 🏖️ 25 Days Holiday plus Bank Holidays in UK (or statutory country-equivalent if higher): Additionally, carry over up to 3 unused holiday days each new year.
- 💙 Paid sick leave for physical and mental health needs.
- 🍏 Unlimited Healthy Snacks: Fuel your day with a variety of fresh fruit, tea, coffee, and healthy snacks every time you’re in the office.
- 👶 Enhanced Parental Leave: Experience comprehensive support with enhanced maternity, paternity, adoption, or shared parental leave.
- 🎓 Learning and Development Budget: Invest in your professional growth with a dedicated budget of £500 per year.
- 🧘♂️ 1-1 Mental Health Support: Prioritize your mental well-being with personalized support and 1-1 therapy provided by Spill.
- ☀️ Summer Friday Half-Days: Celebrate the warmer months with Friday half-days.
- 🚴 Cycling Benefits: Take advantage of our cycle-to-work scheme, allowing you to purchase a bicycle through salary sacrifice, saving at least 26%, or opt to rent a bicycle for up to
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