Head of Sales Estonia,

As Head of Sales Estonia, you will build a sales organisation that delivers profitable growth and gives its people the confidence and drive to achieve more. At Enefit, your decisions will help Estonian businesses stay competitive and make smarter energy choices, contributing to an energy transition that affects the whole country.

We welcome accomplished sales leaders from industries such as telecommunications, banking, insurance, IT solutions, and other sectors built on long-term customer contracts. Experience in the energy sector is an advantage, but what matters most is your ability to lead sales teams, develop people, and deliver measurable results.

In this role, you will:

• own B2B sales performance in Estonia across customer acquisition, retention, cross-selling, and profitable portfolio growth;

• build a clear sales management system, including targets by segment and salesperson, disciplined CRM usage, regular pipeline reviews, and reliable forecasting;

• bring constructive energy to the team by coaching in the field, developing capabilities, recognising progress, and creating accountability for results;

• shape the sales model and lead change by using customer insights, conversion data, and deal economics to determine where the team should focus;

• develop strategic customer relationships and support complex negotiations, tenders, and multi-year agreements with senior decision-makers;

• work closely with pricing, product, marketing, and customer service teams to turn Enefit’s energy solutions into clear business value for customers.

With us, you can:

• shape Enefit’s sales organisation in Estonia, with a direct impact on commercial results, customer success, and the country’s energy transition;

• work with an established brand and a broad portfolio of energy solutions, supported by product, pricing, and regional colleagues;

• develop your leadership skills through meaningful commercial challenges and professional development opportunities;

• enjoy flexible working arrangements and a supportive management culture;

• receive five additional vacation days after your first year and choose a well-being package, including health insurance and/or Stebby services.

You are a great match if you:

• have 5+ years of experience in B2B sales, including 3+ years of leading a sales team with full responsibility for achieving its targets;

• have a proven track record of achieving or exceeding targets. You can clearly explain the numbers, the team you led, and your contribution to the result;

• have experience building or transforming a sales organisation, introducing a new model or segment, or delivering a turnaround;

• have practical expertise in target setting, segmentation, pipeline management, forecasting, and CRM discipline. You turn sales analytics into decisions and coaching;

• have experience in strategic account planning, consultative/value-based selling, and complex deal structuring with C-level, procurement, finance, and operations stakeholders;

• build strong business relationships and earn trust with Estonian companies. You combine commercial judgement with curiosity and a willingness to learn;

• demonstrate visible initiative, resilience, and follow-through. You develop others, address difficult issues, and sustain momentum through change;

• speak fluent Estonian and English. A degree in business, marketing, economics, engineering, or a related field is preferred; equivalent practical experience is welcome. An MBA or leadership training is a plus.