Prisma Photonics
Director, Sales EMEA
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Prisma Photonics
Prisma Photonics, a fast-growing startup, transforms infrastructure monitoring with optical fibers. We eliminate the need for extra sensors by offering sensor-free solutions to monitor electrical power grids and oil & gas pipelines across thousands of kilometers.
Our fiber-sensing technology, integrated with AI and machine learning, enables our customers to achieve environmental and renewable energy targets, ensuring smooth utility operations on their path to net-zero emissions.
We are looking for the best minds and spirits to join us in our journey. We know our product is only as great as the individuals building the hardware and software and harnessing data for good causes. Being a great team member means being eager to learn and grow, able to challenge while accepting being challenged, and working for the team and the product with enthusiasm and passion.
We are now looking for a visionary Sales Director, Utilities, EMEA to take this established foundation and drive massive, system-wide expansion across the continent.
This is not a traditional sales executive role; it is a strategic position to lead advanced transmission technology market set throughout Europe. You will operate as a high-impact individual contributor, taking full personal ownership of part of the market. Your mandate is to move our technology from the "Innovation Hub" to the "Control Room," ensuring our solution becomes a permanent, mission-critical component of the European grid.
What You’ll Do:
- Massive Scale-Up: Drive the strategic pivot from few-line early deployments and pilots to multi-year, system-wide operational contracts across Europe.
- Strategic Hunting & Mining: Penetrate Tier-1 Utility accounts and deepen existing "beachhead" relationships to convert initial technical success into massive, multi-year mandates.
- Operational Agility: Flourish in a fast-moving startup environment by standardizing sales processes and materials to support rapid, repeatable growth.
- AI Value Advocacy: Position our value proposition as the definitive solution for grid hardening, delivering predictive insights that traditional sensors cannot match.
- Execution Driven: Execute as a 'Hands-on Hunter', personally navigating the entire sales cycle from lead generation to closing.
- Strategic Resilience: Navigate the EU regulatory shifts to ensure our value proposition is the primary choice for grid hardening.
- Complex Cycle Mastery: Command 12–24 month enterprise sales cycles, orchestrating internal technical resources and external stakeholders to close landmark deals.
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What You Bring:
- You are a 'Strategic Hunter' who thrives on the front lines. You understand that in the first year, 'scaling' means personally winning the trust of the region's largest utilities through direct engagement and constant travel. You are a planner who can build a repeatable engine without losing the entrepreneurial "grit."
Startup DNA:
- Extensive experience in early-to-mid stage startup environments, with a demonstrated ability to thrive in ambiguity and build processes from scratch without the support of a large corporate back-office.
Remote Autonomy:
- You have a proven track record of driving massive commercial results while working remotely, demonstrating the self-discipline and communication skills required to stay synchronized with a global headquarters.
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Relentless Field Presence:
- Commit to extensive travel across the continent to build face-to-face rapport with TSO/DSO stakeholders, transforming technical validation into deep, long-term organizational partnerships.
High EQ & IQ:
- You have the "IQ" to handle technical deep-dives with grid engineers and the "EQ" to negotiate the commercial complexities of European Utility boardrooms.
Disciplined Execution:
- You are a master of the 12–24 month utility sales cycle, using data and "Weighted Pipeline" metrics to drive predictable growth.
Multicultural Leader:
- You have a proven track record of interacting across EMEA and understand the nuanced differences between the German, British, and French utility landscapes.
Requirements
- 8-10 Years of: Extensive experience in executive sales leadership within the energy, utility, or critical infrastructure sectors.
- Scale-Up Pedigree: Specific experience taking a technology company from "successful pilots" to "dominant market player" in Europe.
- Domain Expertise: A deep understanding of Grid-Enhancing Technologies (GETs), AI, and the transition toward "Software-Defined" power systems.
- Strategic Network: An existing "Rolodex" of C-Level contacts within major European TSOs/DSOs.
- Language: Fluency in English is mandatory; proficiency in German or French is a significant advantage.
Compensation & Benefits
- Structure: A competitive 50/50 split (Base/OTE) designed for high performance.
- Equity: Significant equity stake, providing a direct share in the company’s global success.
- Flexibility: Fully remote role, with a preference for candidates based in major hubs like London, Munich, or Paris.
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