Head of Sales

Head of Sales

Company Overview:
IH regionally manufactures and distributes reliable and clean hydrogen in a decentralized business model. Our unique business model advances a standardized and scalable approach that offers speed to market, while lowering execution complexity and costs.

Position:
The Head of Sales leads commercial strategy and revenue, taking responsibility for building the pipeline, converting strategic accounts, and scaling repeatable sales processes across industrial, mobility, energy, and distribution channels. This role owns sales planning, team leadership, key account development, forecasting, and cross-functional coordination to align our commercial commitments with production and delivery capabilities. The ideal candidate combines strategic sales leadership with practical industrial-commercial execution, and is comfortable selling technically complex offerings while leading senior customer conversations.

Key Responsibilities:

Strategic Sales Leadership & Pipeline Management

• Develop and execute the company’s sales strategy, annual operating plan, channel approach, and account plans to achieve revenue, margin, and market-share goals.
• Build, lead, and coach a high-performing sales organization, which includes hiring, performance management, compensation planning, and training for direct and channel sales teams.
• Own the commercial pipeline from target-account identification through proposal, negotiation, contracting, and handoff to implementation or account management.
• Personally lead complex enterprise and strategic deals involving multi-stakeholder buying groups, technical requirements, pricing structures, and the long sales cycles common in industrial and hydrogen-related markets.
• Establish pricing, bid, and proposal discipline for bulk hydrogen, packaged gas, on-site supply, equipment-related offerings, and distribution partnerships, balancing growth with contract quality and margin protection.

Sales Operations & Cross-Functional Collaboration

• Partner with cross functional teams to ensure customer commitments reflect production capacity, distribution constraints, service levels, and profitability targets.
• Implement rigorous CRM, forecasting, and reporting practices to improve visibility into bookings, conversion rates, sales cycle length, backlog, and revenue outlook.
• Collaborate with leadership team on value propositions, segment messaging, go-to-market priorities, and launch planning.
• Monitor market trends, customer demand, regulatory developments, and competitor activity across markets to identify new growth opportunities.
• Build and maintain executive-level relationships with customers, channel partners, EPC firms, OEMs, utilities, fleet operators, and other strategic stakeholders.
• Represent the company at customer meetings, industry events, trade associations, and commercial negotiations to strengthen market presence and generate opportunities.

Required Qualifications & Experience:

• 10+ years of B2B sales experience, with substantial leadership experience in industrial manufacturing, industrial gases, energy, chemicals, process equipment, utilities, or adjacent technical sectors.
• Demonstrated success developing sales strategy and delivering revenue growth through direct sales, key accounts, channels, or strategic partnerships.
• Experience managing long-cycle, consultative, and solution-oriented sales processes involving operational, technical, procurement, legal, and executive stakeholders.
• Strong commercial acumen in pricing, forecasting, contract negotiation, and pipeline management, along with proficiency in CRM platforms and disciplined sales reporting.
• Excellent communication, leadership, and cross-functional collaboration skills.
• Bachelor’s degree in business, engineering, chemistry, supply chain, or a related field.

Preferred Qualifications:

• Direct experience in hydrogen, industrial gases, clean energy, renewable fuels, decarbonization, or energy transition markets.
• Familiarity with bulk gas distribution, merchant gas, packaged gas, on-site generation, trailer logistics, or network-based industrial product delivery models.
• Experience selling into sectors such as refining, ammonia, steel, glass, chemicals, heavy industry, utilities, transportation, or mobility infrastructure.
• Working knowledge of commercial issues tied to energy and industrial supply agreements, including service levels, uptime expectations, take-or-pay concepts, delivery schedules, and risk allocation.
• MBA or advanced technical degree is a plus.

Company Culture:

Our company culture is deeply influenced by a military ethos, emphasizing discipline, accountability, and resilience. We seek a leader who embodies these values in decision-making and strategic leadership:

Safety
– Safety first, safety always; trust, but verify; radical transparency

Integrity
– Do what’s right; be professional; treat others with respect

Leadership
– Pioneer the American hydrogen economy; serve others; practice humility

Sense of Urgency
– Act quickly & decisively; prioritize urgent tasks; seize opportunities

Total Rewards

• Competitive base salary + performance-based bonus tied to sales success

• Equity options grant

• Comprehensive benefits package

• Opportunity to lead sales efforts for one of the most innovative energy companies in the U.S

IH provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, national origin, age, disability, or genetics. The IH workplace is an environment that is welcoming and inclusive for everyone.