VP Sales

VP 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 - computer vision and AI that give waste operators real-time visibility into their material streams. We've just closed our Series B, we already have a working go-to-market motion and a base of live customers, and the mandate for this role is to grow our revenue even further.

This is not a build-from-zero GTM hire. It's a leadership and systems role: you optimise two engines - the partnership and the team - rather than being the top individual seller in either. Our two largest markets are structured differently, and this role is the one person who sees and runs both. In the US we sell through a reseller/partner, and you own that relationship commercially. In EMEA, we sell direct, through a Head of EMEA BD and their regional BDs. You evolve and install scalable processes, and coach the team to run them day to day. You’re not delivering deals as default, but you step into senior stakeholder relationships on specific deals whenever your judgement says it matters.

You will lead a small, senior team: a Head of EMEA BD (who in turn manages regional BDs, all direct sales), a Director of Revenue Operations, and an After Sales Consultant will report to you.

Your mission

Scale Greyparrot's revenue in the next stage of our journey, by leading a partner-led US market and building process and rigour into a direct EMEA team.

Outcomes

These are the results you will be held to:

1. Revenue scales on a predictable trajectory

The revenue growth is broken into a forecast the CEO and board can rely on. Pipeline, conversion, and forecasting discipline exist and are visible before they're needed.

2. Get to know and improve our US partner’s pipeline

The US partner owns their own sales motion. Your job is to make their pipeline and forecast visible to the wider business, and to build the senior relationships on their side that let you advise and support their selling - coaching on deal strategy, lending commercial weight with a partner stakeholder or their end customer, being present on the large or complex deals. Your leverage is visibility, advice, and stakeholder access.

3. EMEA’s process is refreshed and built to scale

The EMEA BD team has good instincts and real relationships, but qualification, pipeline stages, deal reviews, and forecasting need maturing to get us to where we need to go. You tighten that system, and coach the Head of EMEA BD and their regional BDs to own it day to day. You step into senior stakeholder relationships on specific deals when your judgement says it matters. Beyond the US and EMEA, you have a view on how Greyparrot should enter the next market, direct or partner-led, with a recommendation ready before the business needs to decide.

4. Scalable pricing

Our current pricing was built for an earlier stage. You move it to a model that supports global growth with real deals. Where legacy pricing is now working against us, you tidy it up.

5. Contracts protect the business without slowing it down

You structure, negotiate, and close complex commercial agreements - both direct customer contracts in EMEA and the reseller/partner agreement in the US. Terms are commercially sound and consistent across the book.

6. The team is senior, small, and clearly scoped

You manage a Head of EMEA BD (who owns their own regional BDs), a Director of Revenue Operations and an After Sales Consultant. The Head of EMEA BD is capable but currently under-supported and needs active leadership. The After Sales Consultant reports to you but works day-to-day as one of the partners the Customer Programme Manager orchestrates - bringing hands-on, customer-side technical experience embedded on the ground, in the same way Implementation and Customer Ops do. The Customer Programme Manager owns the customer relationship end to end, and our After Sales Consultant plugs cleanly into that model. Your own time goes into the US partner relationship, building EMEA's process and rigour, forecasting, pricing, and contracts - with judgement-based involvement in specific high level deals where it matters.

7. The sales team functions as a system

The way we sell - qualification, process, tooling, forecasting - is documented and repeatable, built on patterns you've established before at this stage of the company. It scales with the team.

Competencies

How you work matters as much as what you deliver. These behaviours reflect our values and what we expect to see from someone in this role.

• Customer Champion - you read what a partner or customer actually needs and manage expectations honestly, rather than over-promising to close.

• Impact - you have a track record of building the sales pattern first, in a market or motion that didn't have one yet, and you can point to the number that resulted — whether that number came through your own team or through a partner you managed.

• Agility - you operate without a fully-built playbook and are confident building one, adjusting the plan as the market and the product tell you something new.

• Integrity - a serious ego check. Your value is in how the machine runs, not in being the person who personally closes the biggest deal — you're as convincing holding a partner to account as you are coaching your own team, without needing the title, the office, or the headcount to prove it.

• Curiosity - you look for the pattern behind a result, in your own team, in a partner's numbers, and in comparable companies, rather than assuming what worked in your last industry will work here unmodified.

Requirements:

Essential experience

• A demonstrated track record of scaling B2B revenue at a similar multiple in a systems-and-process-driven way.

• Experience refreshing and tightening the sales process in a team with good fundamentals - qualification criteria, pipeline stages, deal reviews, forecasting cadence - to get it ready for the next stage of scale.

• A background that includes breaking a startup software product into a traditional or industrial buyer base (e.g. logistics, manufacturing, energy, or similar) - this matters more to us than direct waste or recycling sector experience, and more than a hardware sales background specifically.

• Direct, hands-on leadership of a multi-market sales team.

• Comfortable being one step removed from the deal - your track record shows team or partner performance, not just a personal number - with judgement on when to step into a specific deal's senior stakeholder relationships yourself.

• Real experience negotiating and structuring commercial contracts.

• Experience evolving a pricing or packaging model as a company matures, ideally more than once.

• Comfortable operating hands-on at a stage where the team is small - you are not coming from running a function of 15+ and expecting to replicate that structure here.

• Experience managing a manager - e.g. a regional or BD lead who themselves manages a team.

• Experience reporting to CEO/board-level, or clear readiness to operate and forecast at that level of exposure.

• Ideally based in/around London, with genuine willingness to travel often to the US, plus periodic travel across EMEA. We will consider candidates across EMEA, but we will require travel to London for in-person time with Exec, Head of BD, and wider team.

Desirable experience

• Direct experience in recycling, waste management, or the circular economy - a genuine plus, but not a substitute for the pattern-recognition experience above.

• Experience opening a genuinely new geographic market from a standing start.

• Formal or informal experience operating across both a partner-led major market and a direct sales team within the same role.

What success looks like

90 days: you have a clear picture of where EMEA's process needs tightening - pipeline discipline, qualification, forecasting cadence - and you've started refreshing it; that's where most of your energy goes early on. You also have real line of sight into how the US partner relationship works today, and you've started building the senior relationships that let you support them well.

6 months: the EMEA team is running on a repeatable process you’ve evolved - qualification, pipeline stages, and forecasting cadence are second nature. The US partner relationship has a real cadence and accountability structure behind it. A revised pricing/packaging model is live or in active pilot. Contract terms - direct and partner - are consistent. The CEO is getting a forecast they can rely on.

1 year: revenue is on a credible, evidenced path to exponential scale. Both engines - the US partnership and the direct EMEA team - run on process, not on you personally carrying deals. You have a tested point of view on the next market to enter.

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About Greyparrot

The world is in a waste crisis. Currently we produce 2.1 billion tons of solid waste per year. Data collection of the waste we produce is non-existent, meaning no systematic transparency and no accountability. It means that recycling targets are not upheld, dumping of waste into our oceans remains nobody's responsibility, recyclables get sent to landfill or incineration, and producers get away with sub-standard packaging. Thus, recycling rates stubbornly remain at 10% and, unless we change, by 2040 the plastic stock in the ocean will have quadrupled - a problem that already costs society $1.5 trillion each year.

Our mission is to digital waste flows to accelerate the circular economy. Currently, our camera system and AI software are deployed in recycling plants and waste facilities around the world to measure material flows and provide waste analytics. We have compiled a team of experts to deploy our technology and we’re looking to expand our team.

What we offer

• Competitive London-based salary (salary band available upon application) + Employee stock option scheme

• Customised hybrid working between office and home

• 25 Days Holiday plus Bank Holidays in UK (or statutory country-equivalent if higher): Additionally, carry over up to 3 unused holiday days each new year.

• Paid sick leave for physical and mental health needs.

• Unlimited Healthy Snacks: Fuel your day with a variety of fresh fruit, tea, coffee, and healthy snacks every time you’re in the office.

• Enhanced Parental Leave: Experience comprehensive support with enhanced maternity, paternity, adoption, or shared parental leave.

• Learning and Development Budget: Invest in your professional growth with a dedicated budget of £500 per year.

• 1-1 Mental Health Support: Prioritize your mental well-being with personalized support and 1-1 therapy provided by Spill.

• Summer Friday Half-Days: Celebrate the warmer months with Friday half-days.

• Cycling Benefits: Take advantage of our cycle to work scheme, allowing you to purchase a bicycle through salary sacrifice, saving at least 26%, or opt to rent a bicycle for up to 12 months.

• Home Office Budget: Enhance your remote work setup with a yearly budget of £500 dedicated to equipping your home office with the tools and resources you need for optimal productivity.

• Nomad Working: Immerse yourself in the freedom of nomadic work with our 12-day allowance, usable within a 1-3 hour time difference.

A few things to note

• Please note that we will manually filter screening questions for authenticity; pure AI-generated answers or lack of answer will result in automatic disqualification. We want to hear your voice and personal experience.

• We are 100% committed to building a diverse and representative team. Whatever your race, religion, colour, national origin, gender, sexual orientation, age, marital status, or disability - we want to hear from you.

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