Global Head of Strategic Deals

Help us use technology to make a big green dent in the universe!

Kraken powers some of the most innovative global developments in energy.

We create the technology that redefines utilities and unlocks a new energy system of the future. By optimising renewable generation, building a more intelligent grid, and empowering utilities to deliver an exceptional customer experience, our operating system is transforming the industry worldwide.

It’s an incredibly exciting time to work in energy. Join us on our mission to improve the lives of ONE BILLION humans within the decade and shape a cleaner, better future for everyone.

🏡 Where you'll fit in

You'll own the commercial negotiation of our largest customer deals end to end. That covers tier-1 SaaS, managed services, and core billing platform deals with regulated utilities and energy retailers. You'll report to the Chief Commercial Officer and carry board-level accountability for deals above $100m.

You'll lead a cross-functional deal team and make sure every seat is filled by the right person:

• Executive sponsor and deal owner: holds the mandate on our side, approves the commercial envelope, and breaks deadlocks fast.

• Lead negotiator: runs the table, controls pacing and concessions, and stays separate from the delivery owner. This is the seat you'll usually hold.

• Pricing and deal economics lead: builds the deal model and covers pricing structures, margin, cash flow, and cost to serve.

• Legal and contracts counsel: covers liability caps, intellectual property (IP) ownership, indemnities, termination, data protection, and the exit terms we can accept.

• Solution architect and delivery lead: tests feasibility, scope, service levels (SLAs), and migration plans, and signs off what we can commit to.

• Sales and account lead: owns the customer relationship, the pursuit plan, and executive sponsorship on the customer side.

• Finance: covers payment terms, currency and indexation, revenue recognition, and approval thresholds.

• Risk, security, and compliance: handles regulatory, data residency, and resilience requirements.

🚀 What you'll own

• Lead negotiation of multi-year SaaS, core billing, and managed services agreements worth $250m to $1bn+ in total contract value, from proposal through signature.

• Set the commercial playbook: pricing architecture, walk-away positions, a concession log, and fallback positions on liability, service levels, and exit.

• Agree one position before you sit down. Rank priorities as must-have, trade, or give, and define your walk-away point (your best alternative to a negotiated agreement, or BATNA).

• Structure deals that fit the risk and protect our margin: per-account bands, volume tiers, indexation, and price-down glide paths, with clear limits on how far we'll go.

• Decide which risks to accept, share, or refuse, and put a price on each one.

• Negotiate core billing and Customer Information System (CIS) replacements, including migration plans, regulatory change, service levels, and exit terms.

• Define scope precisely: baseline, assumptions, dependencies, and exclusions. Most disputes start here, so you'll settle them before signature.

• Set tiered deal-approval thresholds and discount discipline, so concessions on price and liability stay inside policy.

• Shape pursuits with Sales, from capture planning to executive briefings, and build the case to win against incumbent billing vendors.

• Handle the customer's leverage tactics, such as a competing bid, a procurement deadline, or a "sign now" ask, without giving away margin.

• Bring Delivery and Product into the deal early, so scope, migration plans, and roadmap commitments are signed off before contract.

• Protect margin after signature: keep change-order discipline and scope control, and track renewals and expansion alongside the headline price.

• Recruit and grow the team: deal desk and pursuit leads, pricing finance, deal legal, and energy-billing specialists, with a clear capability model and a RACI (who's responsible, accountable, consulted, and informed).

• Coach executive sponsors and sales leaders on leverage and timing, and run negotiation war-gaming before the big moments.

• Step in early when a deal or migration drifts, and reset milestones, scope, and commercials with the customer to get it back on track.

🧠 What you'll bring to the party

Experience

• Ideally 20+ years winning and negotiating multi-year enterprise software, SaaS, or platform deals, ideally with regulated utilities or energy retailers.

• A track record on 15+ transactions of $250m to $1bn+ total contract value, including core billing or CIS platforms, at target margin.

• Experience leading a deal desk, pursuit, or commercial negotiation team, with accountability for bookings, margin, and contract risk.

• Energy domain knowledge: meter-to-cash, tariffs, market codes, and regulatory billing obligations.

• The credibility to work with boards, CFOs, and regulators, and to say no when a deal doesn't add up.

Capabilities

• Commercial acumen. You understand deal economics and margin levers, and you know where deals make and lose money (discounting, liability concessions, and change requests, for example).

• Deal structuring. You choose the right pricing model, and you set volume bands, indexation, and price-down paths that hold up over 5 to 10 years.

• Risk allocation judgment. You know which risks we can accept, share, or refuse, and you can price them.

• Competitive strategy. You build leverage through capture planning, proof points, and references, and you know how to displace an incumbent.

• Scope and delivery alignment. You define what's in, what's out, and what has to be true for the price to hold, and you keep Delivery on side.

• Exit and contract limits. You know which liability, SLA, and exit terms a vendor can accept from the start.

• Commercial modeling. You build multi-year margin, cash flow, and cost-to-serve models, and you know your walk-away price.

How you work

• You bring one voice to the table. No side deals, and every concession goes in the log.

• You stay composed when a customer pushes a deadline, a competing bid, or procurement tactics, and you don't trade margin for speed.

• You push hard on terms and protect the long-term partnership, because we'll live with the deal for years.

• You work well across cultures and time zones, including with customers based in other markets.

• You bring sales, legal, finance, and delivery colleagues into one room instead of letting them negotiate in silos.

⭐ Bonus points

• Time spent on the customer side of a large technology deal, so you know how buyers and procurement teams think and negotiate.

• A legal or contracts background, or a deal desk or commercial finance background.

• Negotiation or value-selling certifications, such as Harvard PON or MEDDICC.

• Working knowledge of Ofgem licence conditions, the General Data Protection Regulation (GDPR), and operational resilience rules such as the Digital Operational Resilience Act (DORA).

• A degree in business, engineering, law, or a related field.

Are you ready for a career with us? We want to ensure you have the right tools and environment to unleash your potential. If you have any accommodation requests, please contact us at [email protected]. We’ll do our best to tailor the experience to your needs so you can feel comfortable, confident and be at your best!

Studies have shown that some groups of people, like women, are less likely to apply to a role unless they meet 100% of the job requirements. Whoever you are, if you like one of our jobs, we encourage you to apply as you might just be the candidate we’re looking for! At Kraken, we're creating a team of genuine, honest, empathetic people. Our people are our strongest asset and the unique skills and perspectives people bring to the team are the driving force of our success. As an equal opportunity employer, we do not discriminate on the basis of any protected attribute. We consider all applicants without regard to race, colour, religion, national origin, age, sex, gender identity or expression, sexual orientation, marital or veteran status, disability, or any other legally protected status.

*Our (i) Applicant and Candidate Privacy Notice and Artificial Intelligence (AI) Notice, (ii) Website Privacy Notice and (iii) Cookie Notice govern the collection and use of your personal data in connection with your application and use of our website. These policies explain how we handle your data and outline your rights under applicable laws, including, but not limited to, the General Data Protection Regulation (GDPR) and the California Consumer Privacy Act (CCPA). Depending on your location, you may have the right to access, correct, or delete your information, object to processing, or withdraw consent. By applying, you acknowledge that you’ve read, understood and consent to these terms

Please note that, in line with our current recruitment policy, we are unable to offer visa sponsorship for this position; applicants must have the right to work in the country that they're applying to, at the time of application.*