About this role
Director of Sales Reporting to: CEO Location: Based in London, with regular travel to the US and periodic travel across EMEA. Greyparrot builds the intelligence layer for the global recycling industry, using computer vision, AI and data to give waste operators real time visibility into their material streams. We’ve closed our Series B, have an established customer base and a working go to market motion, and are now looking for a Director of Sales to help take the business through its next stage of international growth. This is not a build from zero GTM role, nor are we looking for someone whose success has primarily come from personally closing the biggest deals. Instead, we’re looking for a commercial leader who knows how to scale an existing sales organisation, introduce a new technology proposition into an established industry, and create the structure, discipline and relationships needed to grow across multiple markets. A particularly important part of the role will be our US business. We sell there through a strategic reseller partner, while EMEA operates primarily through a direct sales model led by our Head of EMEA Business Development. You will provide leadership across both models, improving commercial visibility and predictability while helping our teams and partners communicate the value of Greyparrot’s software, AI and data within a traditionally hardware led industry. You will lead a small, experienced commercial team including our Head of EMEA BD,and After Sales Consultant. Your mission Scale Greyparrot’s revenue through a disciplined, repeatable commercial approach, strengthening our US business, developing our direct EMEA sales organisation and helping customers in a traditional industrial market understand and adopt a new, data led way of working. Outcomes The sales organisation operates as a system Qualification, pipeline management, tooling, forecasting and commercial decision making are documented and repeatable. 2. Revenue scales predictably You turn our growth ambitions into a commercial plan and forecast our leadership can rely on. Pipeline, qualification, conversion and forecasting become visible, consistent and actionable across both our direct and partner led sales channels. 3. Our US business grows The US is a strategically important market for Greyparrot. Our reseller partner owns its own sales motion, but you will support and grow senior commercial relationships, creating visibility across the pipeline, improving forecasting and accountability, supporting deal strategy and building strong relationships with both partner leadership and key customers. You will bring genuine experience of selling and scaling technology solutions in the US, with an understanding of how customer expectations, commercial approaches and sales execution can differ from European markets. 4. EMEA's sales process is built to scale Our EMEA team has strong industry knowledge and customer relationships. You will strengthen qualification, pipeline management, deal reviews and forecasting, giving the team a clearer and more repeatable operating rhythm. You will coach the Head of EMEA BD and regional team to own this day to day, stepping into senior customer conversations when your experience and influence can make a difference. 5. Customers understand the value of something different Greyparrot sells AI powered software and data into an industry historically centred around physical machinery and equipment. You will help evolve how we communicate and sell that value, moving conversations beyond hardware and helping customers understand the operational and commercial impact that better data and intelligence can create. You’ll bring experience of successfully introducing a new technology, product or business model into an established market where customers may initially need educating or convincing that there is a better way of working. 6. Our commercial model supports sustainable growth You will help evolve our pricing, commercial agreements and sales approach as Greyparrot scales within our existing markets. You’ll bring commercial insight and customer feedback to help shape these decisions, working closely with Mikela and our partners to ensure our model remains competitive, sustainable and scalable over time. Success should increasingly come through the system, team and partners you lead, rather than depending on you personally carrying individual deals. Competencies How you work matters as much as what you deliver. Customer Champion: You understand what customers and partners actually need, communicate value clearly and manage expectations honestly. Impact: You can point to measurable commercial growth you have created through teams, partners and scalable sales systems. Agility: You’re comfortable working without a fully established playbook and adapting your approach as the market, customer and product evolve. Integrity: You’re motivated by the performance of the wider commercial organisation, rather than needing to personally own every important deal. Curiosity: You seek to understand why customers buy, what prevents adoption and what needs to change rather than assuming a previous sales playbook will work unchanged.