Regional Sales Director - EMEA

About the company

In an era where the world is rapidly advancing towards a cleaner future through decarbonization, the company’s mission lies in ‘Empowering Transformative Energy Decisions’. Founded in 1999 in Adelaide, Australia, our award-winning software portfolio encompassing the modeling and simulation platform PLEXOS®, Aurora, and Adapt2, is trusted by innovative organizations across the globe. Through our technology and people, we strive to enable stakeholders from across the entire energy value chain to revolutionize the energy ecosystem and to collaboratively plan and execute for a sustainable energy future with unprecedented clarity, speed, and innovation.

Our impact is global and is being recognized across the industry. Some of our recent accolades include:

• SaaS Company of the Year (2025) – Global Business Tech Awards.

• Environmental Impact Award (2025) – E+E Leaders Awards.

• IPPAI (Independent Power Producers Association of India) Power Awards (2025) - Winners

• Finalist: Platts Global Energy Awards (2024) – Grid Edge category

• Finalist: Reuters Global Energy Transition Awards (2024) – Technologies of Change

• Top 50 Marketing Team (2024) – Voted by the public at the ICON Awards.

How We Work

The company is growing fast and that growth is driven by how we work. We trust our team to deliver great results from wherever they work best, whether that’s at home, in the office, or on the move.

We’re a global team that values ownership, integrity, and innovation. You’ll be supported to balance work and life in a way that works for you, and empowered to take initiative, solve problems, and make an impact, regardless of your background, location, or role.

Our four core values, Customer Success, One Global Team, Integrity & Ownership, and Innovation Excellence aren’t just words. They show up in how we collaborate, how we solve, and how we grow together.

About the Position

As a senior sales leader within the company’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 the company’s PLEXOS software suite, and shape the future of energy-market simulation across EMEA.

This Role Has Three Primary Objectives

• 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 the company as a leading provider of energy-market modelling and simulation technology.

• 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.

• Build strategic market relationships: Develop executive-level relationships with trading organisations, utilities, partners, and industry influencers to create a robust pipeline and position the company 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 the company 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%.

The company is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all team members. We welcome applications from people of all backgrounds, experiences, identities, and abilities. Please let us know if you require accommodations at any stage of the recruitment process—we're here to support you in showcasing your full potential.

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