Enterprise account executive, europe

The climate crisis is the defining challenge of our time—but it’s also the greatest opportunity for innovation, and a challenge we’re proud to take on. At Overstory, we’re harnessing cutting-edge technology to enable a resilient electrical grid that keeps communities thriving as our world changes.

The grid is the backbone of life as we know it. It powers hospitals, keeps food fresh, and ensures communities stay connected. But extreme weather, aging infrastructure, and growing wildfire risks are putting this critical system under pressure. All of this combined makes the electric utility industry the greatest opportunity for tackling climate change.

One of the leading causes of catastrophic wildfires and power outages? Trees and brush coming into contact with power lines.

That’s where we help. At Overstory, we use AI and advanced satellite imagery to pinpoint and prioritize vegetation risks before they materialize. By giving utilities critical analysis on those risks, we’re helping prevent outages, reduce wildfire risks, and accelerate the transition to a safer, more resilient grid.

Our team spans the Americas and Europe, and we work with utility partners across the Americas and beyond. We’re outdoor enthusiasts, musicians, artists, athletes, parents, and adventurers. What unites us is a passion for solving complex problems, a commitment to climate action, and the belief that technology should be a force for good.

Join us to help us build a more resilient world together.

The role

At Overstory, we’re hiring our first sales leader in Europe: a strategic and driven Enterprise Account Executive who will own the full sales cycle for our European Power and Utility accounts. From account research to prospecting and qualification to consultative engagement across multiple stakeholders, you’ll solve complex problems and close high-value agreements. As Overstory’s founding European AE, you’ll build strong relationships with senior utility leaders, travel across the region to meet prospects and attend industry events, deliver compelling product demonstrations, and maintain clear pipeline visibility in CRM. This is a player-coach role by design. You’ll start as a quota-carrying individual contributor proving out the European market, with a clear, performance-based path to lead the region: hiring, coaching and building the team that follows. Throughout, you’ll be supported by a collaborative team across sales leadership, marketing, solutions, and delivery.

What you’ll do

• You will be responsible for prospecting, qualifying, managing relationships and owning the full sales process from the first contact through closing new sales. You'll use your consultative approach to build relationships with senior leadership and other relevant stakeholders to demonstrate our value and market leading differentiation.
• You will close deals at a targeted set of European utility and grid operator accounts that drive value for both the client and Overstory, establishing our first reference customers in the region.
• You will attend industry events and trade shows while traveling to meet with prospects throughout Europe, with occasional travel to the US for team and leadership alignment.
• You will practice strong sales hygiene by maintaining accurate information of your deals, next steps, probabilities and communications in our sales CRM.
• You will perform product demonstrations and build business cases for prospects and qualified leads.
• You will shape our European go-to-market strategy: which countries and accounts to prioritize, how regional regulatory and climate-resilience drivers create urgency, and how we localize our messaging and offer.
• You will be the voice of the European customer internally, feeding market, product and partnership insights back to product, marketing and leadership.
• As the region grows, you will help hire, onboard and coach the next European sellers, building the repeatable playbook they will run.
• You will be supported by a strong team of sales and executive leadership, marketing, solutioning, customer success and delivery professionals.

How this role grows

• Player (first phase): Build pipeline from the ground up, close Overstory’s first European customers, and develop the playbook for winning in the region.
• Player-coach: As the business proves out, help hire and onboard the next European sellers while continuing to carry a quota and close strategic deals.
• Coach: On success, step into leading Overstory’s European sales region: owning the regional number, building the team, and shaping strategy alongside the leadership team. Progression is based on results, not tenure.

About you

• 10+ years of sales experience at an enterprise software / SaaS company, including selling into European enterprise accounts.
• A proven track record of landing and expanding complex multi-stakeholder accounts.
• Startup experience - ideally as an early or first in-region hire building a market from the ground up.
• Willing to travel regularly across Europe.
• Professional fluency in English; additional European languages (e.g., Portuguese, French, Spanish, German, Italian) are a strong plus.
• Exceptional verbal, written and visual communication skills in a fast-paced environment.
• You’re a team player and seek out feedback.
• Leadership ambition backed by evidence: you’ve mentored, onboarded or informally coached other sellers, and you want to build and lead a team.
• Working inside a structured sales process and opportunity qualification framework.
• Experience selling to European utilities, TSOs/DSOs or grid operators is a big plus. At minimum you have experience with similar industries and sales motions.

Nice-to-haves

• Familiarity with vegetation management, energy infrastructure, or climate-related operational workflows.
• Prior success navigating long sales cycles with highly regulated industries.
• Strong network within the European utility, energy, or infrastructure sectors.
• Experience hiring, managing or coaching a sales team, or opening a new country or region for a company.
• Familiarity with European energy regulation and utility procurement and tender processes.

What you get

• To be part of truly mission-driven work that reduces wildfires, protects earth’s natural resources and helps solve our climate crisis.
• Flexible working environment with a lot of autonomy. We build our work days around our lives, not the other way around.
• Other benefits like a remote working budget, an educational budget and time to develop new skills.
• To be surrounded by an excellent, vibrant, smart team who have each other's back and believe in a culture of openness, tolerance and respect.
• A clear, performance-based path to lead Overstory’s European sales region and build your own team.
• Equity and a competitive salary.

About our team

We are a group of 100 people from all over the world. Fifteen nationalities are represented in our team. We work remotely from nine different countries and we are looking for candidates that are also living and working in one of these countries: United States, the Netherlands, United Kingdom, Ireland, Estonia, Portugal, France, Sweden, Switzerland, Denmark and Canada. For this role, we are specifically seeking candidates based in Europe, preferably France or Portugal. We meet up once a year in-person for our unforgettable team gathering event.