Head of Commercial, North America

Description

Based in Austin, you will lead and scale our North American commercial organization, with full accountability for revenue growth across our energy analytics, software-as-a-service (SaaS) and data subscription business. You will own the US sales strategy, execution, and results, while acting as a key member of the North America leadership team and a trusted partner to global leadership.

Reporting directly to Aurora’s Commercial Director, this role combines hands-on revenue leadership with strategic influence. You will have full ownership of North America sales execution, including hiring and performance management, territory and quota design, forecasting, and day-to-day pricing decisions within agreed guardrails. You will manage the regional sales budget and represent North America in global commercial and product prioritization forums

This role offers the opportunity to build and lead a scaling commercial organization, develop future sales leaders, and establish best-in-class sales processes and systems. North America is a core growth priority for the business, with an ambition to significantly scale ARR from $40M to $80M over the next 4-5 years through enterprise SaaS and data subscriptions. The position offers significant autonomy, executive visibility, and long-term career progression, including expanded regional or global leadership responsibilities.

Key Responsibilities

Revenue & Growth Leadership

- Own and deliver North American revenue targets across new business, renewals, and expansion for SaaS and data subscription products

- Build and execute a clear go-to-market strategy aligned to target customer segments, use cases, and buyer personas

- Drive predictable pipeline generation, accurate forecasting, and consistent performance against quarterly and annual targets

Sales Organization Leadership

- Lead, coach, and scale a high-performing commercial organization of 15+ sales professionals, with direct management of senior sales leaders and managers

- Establish a performance-driven culture with clear accountability, structured coaching, and career development

- Design and optimize sales roles, territories, quotas, and compensation plans in line with growth objectives

Enterprise Sales & Client Relationships

- Personally engage with senior decision-makers at key enterprise and strategic accounts

- Build long-term, trusted-advisor relationships with executive stakeholders across US energy market participants

- Oversee account strategy, deal structuring, contract negotiation, and complex multi-year subscription agreements

Go-to-Market & Cross-Functional Leadership

- Partner closely with Marketing to define and execute demand generation, events, and account-based initiatives

- Collaborate with Product and Data teams to influence roadmap priorities, pricing, packaging, and product positioning based on US market needs

- Implement and continuously improve sales processes, tools, and systems (including CRM, forecasting, and performance reporting)

Leadership & Representation

- Act as a senior leader within Aurora’s North America leadership team

- Represent the business at client meetings, industry conferences, and public forums

- Provide regular, data-driven reporting and insights to global leadership on performance, risks, and opportunities

What we are looking for

Experience & Track Record

- Proven experience leading and scaling high-performing SaaS and/or data subscription sales teams in the US

- Demonstrated ownership of revenue targets, with a consistent track record of meeting or exceeding growth goals

- Experience selling complex, subscription-based analytics, data, or software solutions to enterprise customers

- Background in energy, power markets, commodities, infrastructure, or adjacent industries strongly preferred

Leadership & Commercial Skills

- Strong people leader with experience managing managers and developing future sales leaders

- Deep expertise in enterprise sales cycles, value-based selling, and multi-stakeholder deal environments

- Highly analytical and comfortable using data to drive forecasting, performance management, and decision-making

- Confident operating in a global organization, balancing local autonomy with alignment to HQ strategy

Technical & Professional Profile

- Strong working knowledge of Salesforce or comparable CRM and sales technology stack

- Excellent communication, negotiation, and executive-level presentation skills

- Comfortable using data and metrics to measure team performance, pipeline health, and revenue forecasting.

What we offer

- Lead the US growth of a respected, high-impact energy analytics and SaaS business

- Operate with genuine ownership, influence, and visibility at the senior leadership level

- Shape go-to-market strategy, product direction, and commercial excellence in a scaling organization

- Access long-term career progression within a growing international business

- The role offers a competitive US-market compensation package, including base salary, performance-based variable compensation, and long-term incentive participation.

- We are looking for a proven SaaS revenue leader who thrives on ownership, accountability, and building high-performance teams — and who wants to play a defining role in scaling a data-driven business in the US market.

About Aurora Energy Research

From its academic roots, Aurora Energy Research is a thriving, rapidly growing company, currently serving over 600 of the world’s most influential energy sector participants, including utilities, investors, and governments.

While we constantly strive to reach new markets and diversify our product portfolio, we are already active across the globe in Asia-Pacific, Latin America, Europe, and North America, working with leading organisations to provide comprehensive market intelligence, bespoke analytic and advisory services, and cutting-edge software.

We are a diverse team of experts with vast energy, financial, and consulting backgrounds, covering power, hydrogen, carbon, and fossil commodities. With this, we provide data-driven intelligence to fuel strategic decisions in the global energy transformation