Enterprise Sales Director, Utilities & Telco

Overview

Lead and grow a high‑performing UKI team of Enterprise Named and Strategic Account Executives to expand Databricks’ data and AI footprint in Energy & Utilities. Drive revenue, forecast accuracy, and cross‑functional alignment with GTM programs. Shape territory strategy, coach executives, and build lasting relationships with senior customers and partners. Play a pivotal role in delivering consumption‑based growth and contribute to a fast‑growing, impact‑driven organization.

Responsibilities

• Lead and coach the enterprise sales team to develop required skills and behaviors
• Define territory plans, quotas, patches, and investment needs for the team
• Report on revenue forecast and strategic GTM programs
• Partner with cross‑functional teams to manage revenue and customer success processes
• Foster teamwork and customer value with a outcomes‑driven culture
• Develop trust‑based relationships with customers and partners for long‑term success
• Encourage ongoing understanding of technical product details and roadmap
• Create a 90‑day revenue growth and investment plan
• Deliver strategic growth plans with cross‑functional leadership across EMEA and ensure forecast accuracy

Key requirements

• Experience leading high‑growth enterprise software sales teams serving Named and Strategic accounts in UKI within Data, AI, Cloud, or SaaS
• Experience in Energy or Utilities vertical
• Track record of exceeding sales quotas in similar environments
• Ability to hire and onboard sales talent in the market
• Experience with MEDDPIC and a Challenger mindset for coaching
• Expertise in value‑based sales with CIO/IT and business stakeholders including C‑suite
• Leadership roles managing sales organizations to drive objectives in Data, AI, Cloud, or SaaS
• Established executive relationships with key Energy customers
• Knowledge of partner ecosystems to grow enterprise territories
• Experience implementing consumption and commitment‑based revenue models

• team leadership
• coaching
• cross‑functional collaboration
• MEDDPIC
• Challenger selling
• value‑based selling

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