Director of Sales, Utilities Sector - EMEA Region

About Prisma Photonics

Prisma Photonics is a rapidly expanding startup revolutionizing infrastructure monitoring by leveraging optical fibers without additional sensors. Our solutions monitor electrical power grids and oil & gas pipelines over thousands of kilometers, enabling customers to meet environmental and renewable energy goals through AI-enhanced fiber sensing technology, supporting smooth utility operations toward net-zero emissions.

Role Overview

We seek a visionary Director of Sales for Utilities in the EMEA region to steer significant growth, moving beyond early pilot projects to extensive, multi-year system-wide implementations across Europe. This strategic role involves acting as a key individual contributor driving adoption of advanced transmission technology from innovation stages to critical operational integration within European utility networks.

Key Responsibilities

• Lead the scalable expansion from limited early deployments to long-term, continent-wide operational utility contracts.
• Engage strategically with Tier-1 Utility accounts, converting initial technical engagements into substantial multi-year commitments.
• Adapt and streamline sales processes and collateral to sustain fast and repeatable growth in a dynamic startup environment.
• Champion the value of AI-driven solutions for grid hardening, emphasizing predictive insights superior to traditional sensor methods.
• Manage end-to-end sales activities independently, from generating leads through to deal closure, demonstrating hands-on ownership.
• Navigate evolving EU regulations to maintain our technology as the preferred choice for utility grid resilience.
• Handle complex sales cycles spanning 12 to 24 months by coordinating internal technical teams and external partners to secure landmark agreements.

Candidate Profile

• A strategic sales hunter who thrives on direct engagement with Europe's largest utilities, capable of extensive travel and relationship-building.
• Experienced in fast-paced startup environments, adept at creating scalable sales frameworks without extensive support systems.
• Proven ability to deliver impressive commercial outcomes remotely with disciplined communication and self-management.
• Strong emotional and intellectual intelligence to conduct technical discussions and high-level commercial negotiations across diverse European utility boards.
• Mastery in managing protracted sales cycles with data-driven approaches and pipeline analytics.
• Experienced in multicultural collaboration across EMEA, appreciating distinct market differences in Germany, the UK, and France.

Required Qualifications

• 8 to 10 years’ executive leadership experience in sales within the energy, utilities, or critical infrastructure sectors.
• Track record of scaling technology firms from pilot successes to market leadership within the European landscape.
• In-depth knowledge of Grid-Enhancing Technologies, AI applications, and software-defined power systems transition.
• Extensive network of senior-level contacts across major European Transmission and Distribution System Operators.
• Fluency in English is required; proficiency in German or French is strongly preferred.

Compensation & Benefits

• Competitive compensation structured as a balanced 50/50 base and on-target earnings, tailored for high achievers.
• Significant equity participation offering a stake in the company’s global growth and success.
• The position is fully remote, with a preference for candidates located in key hubs such as London, Munich, or Paris.