In early 2024, a fast-growing industrial decarbonisation company set out to accelerate its global expansion after closing a significant Series B round. Renowned for its advanced solar thermal and photovoltaic-thermal technologies, the business is at the forefront of decarbonising heat for commercial and industrial clients. With ambitious plans to enter new markets, the company needed to appoint its first Regional Sales Director—a foundational hire to establish and drive direct sales in the UK, Europe, and the US.

The Challenge

The company’s leadership recognised that success in new regions would require more than account management. They needed a true builder: someone to lay the groundwork for a regional sales function, originate new business, and create a robust pipeline from scratch. The role demanded a hands-on individual contributor with the vision to build a future team, deep regional market knowledge, and a proven record in complex B2B sales of premium, non-commoditised solutions. The ideal candidate would demonstrate a “hunter” mentality, entrepreneurial resilience, and at least a decade’s experience building regions or verticals in senior European markets.

HOI’s Approach

House of Impact designed a targeted, multi-stage search process to identify and secure a candidate capable of being the company’s first Regional Sales Director. We began with market mapping, focusing on senior sales professionals who had built new business units or regions in renewable energy, cleantech, or adjacent high-value solution sectors. The search concentrated on the Netherlands, Germany, Iberia, and the UK.

Shortlisted candidates were assessed against five core criteria: sales hunger, direct corporate sales experience with blue-chip or FTSE 250 clients, strategic commercial thinking, complex B2B sales backgrounds, and deep regional market knowledge. Structured interviews probed for entrepreneurial drive, resilience, and the ability to operate independently while preparing for future team growth. Throughout, we collaborated closely with the client, providing detailed candidate insights and market intelligence to ensure alignment with both commercial and cultural requirements.

The Outcome

After a rigorous process, HOI placed a candidate who embodied the qualities needed to build the regional sales function from the ground up. The appointed Regional Sales Director brought a consistent record of independently originating and closing high-value deals with major corporates, often entering new markets without an established brand presence. Their approach to sales was consultative and value-led, with a focus on building long-term client relationships and navigating complex, multi-stakeholder sales cycles.

The candidate’s deep knowledge of the Iberian market, fluency in local languages, and robust network of industry contacts enabled them to quickly identify and engage target clients. Their entrepreneurial mindset and resilience were evident throughout the assessment process, with a track record of overcoming setbacks and delivering early wins in challenging environments.

Placement Impact

The company secured a foundational sales leader with the drive, expertise, and local insight to build a high-value pipeline and secure early wins with major corporate clients. The appointment established a strong foundation for future team growth, positioning the business to scale its regional sales function as market traction increases. HOI’s sector-specific search methodology ensured a precise fit with both commercial and cultural requirements, supporting the company’s mission to accelerate the transition to net zero by expanding the reach of innovative solar solutions in key European markets.

If your organisation is scaling in climate tech, renewable energy, or the impact sector and needs high-impact commercial leaders, House of Impact is your strategic talent partner. Get in touch to discuss your talent needs or join our network for future opportunities. Together, we can drive the transition to a sustainable economy.

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