About the Position

As a senior sales leader within Energy Exemplar’s EMEA Sales team, the Regional Sales Director - Trading is responsible for leading growth of PLEXOS and related solutions across power and gas trading organisations in Europe, the Middle East, and Africa.

This role combines frontline sales leadership with direct involvement in the region’s most strategic opportunities. The successful candidate will lead, coach, and develop a team of Sales Executives while building senior relationships with power traders, trading desks, utilities, energy retailers, and other energy-market participants. They will bring strong enterprise software sales expertise, energy-market knowledge, and a deep understanding of how trading organisations use modelling, simulation, optimisation, and analytics to make strategic decisions.

This is a unique opportunity to work with leading energy-trading organisations, help them unlock the full potential of Energy Exemplar’s PLEXOS software suite, and shape the future of energy-market simulation across EMEA.

This Role Has Three Primary Objectives

1. Deliver EMEA Trading revenue growth: Lead the regional team to identify, pursue, and close new business opportunities for PLEXOS, PLEXOS Insights, and PLEXOS Playbook, positioning Energy Exemplar as a leading provider of energy-market modelling and simulation technology.

1. Lead and develop a high-performing sales team: Set clear direction, build capability, and create accountability across the EMEA Trading sales organisation to consistently achieve regional revenue and pipeline targets.

1. Build strategic market relationships: Develop executive-level relationships with trading organisations, utilities, partners, and industry influencers to create a robust pipeline and position Energy Exemplar as a trusted adviser in the energy simulation space.

Primary Responsibilities

Sales Leadership and Team Development

• Lead, coach, and develop a team of Sales Executives focused on power and gas trading customers across EMEA.

• Establish clear individual and regional goals, sales plans, and performance expectations.

• Drive sales discipline across opportunity qualification, account planning, pipeline management, forecasting, and deal execution.

• Support team members in complex sales cycles, executive engagements, proposals, negotiations, and strategic account development.

• Recruit, onboard, and retain high-calibre sales talent as the EMEA Trading business grows.

• Foster a high-performance, collaborative, and customer-focused sales culture.

Regional Business Development and Sales Execution

• Own the EMEA Trading regional sales strategy and execution plan, aligned to company growth objectives.

• Lead the delivery of regional new-business revenue and pipeline targets, while maintaining personal involvement in key strategic opportunities.

• Identify and qualify new business opportunities across EMEA, with particular focus on power and gas trading organisations, utilities, energy retailers, and energy-intensive organisations.

• Develop and execute strategic account plans for priority organisations and target market segments.

• Lead discovery sessions with senior stakeholders to understand their commercial, operational, and technical challenges.

• Clearly articulate how PLEXOS solutions address trading, market modelling, portfolio optimisation, forecasting, and risk-management requirements.

• Prepare and support persuasive executive presentations, demonstrations, proposals, and business cases.

• Lead or support commercial negotiations involving contracts, pricing, and terms to close high-value new business opportunities.

• Partner with the Solutions team to coordinate effective proof-of-concept studies that demonstrate PLEXOS capabilities.

• Ensure accurate forecasting of sales activity, pipeline, and revenue through CRM tools.

Market Intelligence and Strategic Planning

• Monitor and analyse market trends, competitive activity, regulatory developments, and customer needs across EMEA power and gas markets.

• Identify emerging opportunities within power trading and broader energy-market segments.

• Use market and sales data to guide territory strategy, resource allocation, and sales-performance improvement.

• Provide feedback to Product, Marketing, and senior leadership on market requirements, competitive positioning, and customer priorities.

• Contribute to the development and execution of regional go-to-market strategies.

• Represent Energy Exemplar at industry events, conferences, and webinars to build brand awareness and senior customer relationships.

• Support thought-leadership activity on energy trading, modelling, and simulation topics.

Customer and Partner Relationship Management

• Build and maintain strong executive relationships with key decision-makers and influencers in target accounts.

• Act as a trusted commercial adviser to customers on energy-market modelling and simulation best practices.

• Collaborate with Solutions and Customer Success teams to ensure a strong transition from sale to implementation and customer adoption.

• Work with partners, including consulting firms and system integrators, to develop joint value propositions and market opportunities.

• Identify and pursue cross-sell and upsell opportunities within the customer base.

• Ensure a consistently high standard of customer engagement across the regional team.

Candidate Requirements & Qualifications

• 8+ years of successful enterprise B2B software sales experience, preferably within the energy sector.

• 2+ years of sales leadership experience, including coaching and managing quota-carrying Sales Executives.

• Proven track record of meeting or exceeding individual and team revenue targets and closing complex, high-value new business deals.

• Strong understanding of energy markets, power and gas trading operations, and market fundamentals.

• Experience selling complex software solutions to power trading organisations, utilities, energy retailers, or energy-intensive organisations.

• Demonstrated ability to build and execute regional sales strategies and strategic account plans.

• Strong executive presence, with excellent presentation, negotiation, and written and verbal communication skills.

• Experience navigating complex procurement, legal, and commercial negotiation processes.

• Proficiency with CRM systems, sales methodologies, forecasting, and sales analytics.

• Self-driven, commercially focused, and able to operate effectively in a dynamic, changing environment.

• Willingness to travel internationally within the EMEA region, approximately 40-50%.