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Octopus Energy Services France (OESF) is the services arm of Octopus Energy France, a green energy provider. OESF develops and installs residential electrification solutions: solar panels, battery storage, and EV charging stations. Founded three years ago, the company is in rapid scale-up phase with 50+ employees and a 20-person sales team, with strong growth ambitions. The organization is building out processes, tools, automation, AI, and sales methodologies.
As Head of Sales, you will drive commercial performance across all service offerings (solar installations with/without batteries, standalone batteries, EV chargers) and lead the organization's sales transformation. You report directly to leadership and manage three Team Leaders who oversee:
- 15 Business Developers (inside sales, based in Paris and Lille) organized in telesales teams, responsible for lead qualification, solar studies, and remote sales through contract signature
- 3 Field Technical Sales specialists who conduct on-site visits, validate technical feasibility, and support closing
Key responsibilities include:
**Team Leadership & Development:** Manage and coach three direct reports in daily team operations. Stay close to the field—listen to calls, analyze meetings, understand customer objections. Build a strong coaching culture and continuous improvement mindset. Develop teams on telesales techniques, product knowledge, and tools. Anticipate recruitment needs, actively participate in hiring, and ensure quality onboarding. Track individual performance, support struggling team members with clear objectives, and make necessary management decisions. Foster engagement and retention of top talent.
**Commercial Performance & Unit Economics:** Own unit economics including sales volume, average deal size, and customer acquisition cost per installation. Pilot the sales funnel and conversion rates at each stage; build reliable forecasts. Drive CAC levers: conversion rates, team productivity, sales journey design, team sizing. Analyze performance and rapidly deploy action plans.
**Sales Model Development:** Co-author the commercial model using test-and-learn approaches—experiment, measure, and scale what works. Identify friction points and improvement opportunities throughout the customer journey. Collaborate closely with Engineering, Field Operations, and RevOps to ensure commercial processes align with operational constraints. Proactively identify automation and AI opportunities to boost productivity and sales quality.
Key KPIs: sales volume/revenue, average deal size, CAC per installation, lead-to-sale conversion, funnel conversion rates, sales forecast reliability.
**Requirements:**
- Proven experience in B2C telesales at high volume with strong track record
- Experience as a manager of managers (strong prerequisite)
- Passion for sales, coaching, and performance analysis
- Demanding yet human management style; comfortable with performance evaluation, direct constructive feedback, and making tough people decisions
- Entrepreneurial, curious, highly operational mindset; comfortable in evolving environments
- Comfortable challenging and creating new processes; test-and-learn mentality
- Strong appetite for tools, data, automation, and AI as levers for commercial performance
- Solar experience not required
Role is based in Paris with regular travel to Lille to stay connected with teams and field operations.
