Head of Sales Estonia

About the role

Enefit, an international energy company and the largest employer in Estonia, is looking for a Head of Sales Estonia. You will build a sales organisation that delivers profitable growth and helps Estonian businesses make smarter energy choices. The role suits accomplished sales leaders from sectors such as telecommunications, banking, insurance, IT solutions and others built on long-term customer contracts; experience in the energy sector is an advantage.

Key responsibilities

• Own B2B sales performance in Estonia across customer acquisition, retention, cross-selling and profitable portfolio growth.
• Build a sales management system with segment and salesperson targets, disciplined CRM use, regular pipeline reviews and reliable forecasting.
• Coach the team in the field, develop capabilities, recognise progress and create accountability for results.
• Shape the sales model using customer insights, conversion data and deal economics.
• Develop strategic customer relationships and support complex negotiations, tenders and multi-year agreements with senior decision-makers.
• Work with pricing, product, marketing and customer service teams to turn energy solutions into clear business value for customers.

Required profile

• 5+ years of B2B sales experience, including 3+ years leading a sales team with full responsibility for its targets.
• Proven track record of achieving or exceeding targets, with clear explanation of the numbers, team and contribution.
• Experience building or transforming a sales organisation, introducing a new model or segment, or delivering a turnaround.
• Experience in strategic account planning, consultative/value-based selling and complex deal structuring with C-level, procurement, finance and operations stakeholders.
• Fluent Estonian and English; a degree in business, marketing, economics, engineering or a related field is preferred, and an MBA or leadership training is a plus.

Required skills

• Target setting, segmentation, pipeline management and forecasting
• CRM discipline and turning sales analytics into decisions and coaching
• Strategic account planning and complex deal structuring

What we offer

• Flexible working arrangements and a supportive management culture
• Five additional vacation days after the first year and a well-being package including health insurance and/or Stebby services
• Professional development opportunities and leadership challenges