• Go out plan

🚀 Mission for this role

Close deals with customers willing to finance the plant or customers willing to sign 10 year+ off-take agreements

🏆 Outcomes

name 3 or 5 specific outcomes the person should achieve, think of OKRs you would assign the person as owner

• First 90 days
  • Generate pipeline of at least 5 deals worth 50M EUR (Annual Recurring Revenue) in the energy intensive industry DACH, channel sales or utilities
  • Sales playbook created for own onboarding and future sales hires
  • Ability to speak fluent English in the dailies and other internal company meetings
• First 6 months (probation period)
  • Close 1 deal (off-take)
  • 360° feedback from the team (would enthusiastically rehire again ≥ 8)
• Within first 12 months
  • Close 2 more off-take customers and at least 1 finance the plant customer

🧠 Competencies

| Competency | Type | Rating by Ilhami (1-10) → add concrete examples where you have shown this | Rating by PK (1-10) | | --- | --- | --- | --- | | Gravitas / seniority / high confidence level → ability to convince customers (including senior management) to buy from TURN2X | must-have | | 9 | | Past track record in enterprise sales of closing 7 digit deals (ideally 8 digit) | must-have | | yes (selling software) | | Cultural fit (would you like to spend a train ride from Munich to Hamburg with the person?) | must-have | | 7 I like you on the personal side, I have a lot of respect for what you did and what you are going through with your family

I do not have the feeling that you are 100% integrated yet into the team. Examples:

• during last company dinner I have the feeling that the discussions were stalling / you had not so much to talk about with the

where it was good:

• event where we cooked together
• with Rosi you are in good contact (but she will leave) | | High customer empathy | must-have | | 9 → you understand the pain of the customer (e.g. sebastian) | | Persistence | must-have | | 9 → you call people directly, you do not hesistate to reach out to them → very strong, I like that | | Ability to generate your own pipeline | must-have | | 7.5

2 deals created:

1. Engie
2. Köhler

→ good with Engie and Köhler but would like to see more deals created now in the 2nd half of your probation period (target at least 5 good deals) | | Understand policy and the effect on customers | must-have | | 7.5 good first level understanding, deeper understanding on RFNBO and EU

→ I like that you ask when you dont know something, keep that | | Ability to use our tools (notion, slack, CRM, …) | must-have | | 9 → great that you learned that in a short amount of time | | Understanding of complex things like different energy units, certification, … | must-have | | 8 → great that you learned that in a short amount of time | | Ability to create slides | nice-to-have | | 0 → have not seen any slides you created. nice to have for now | | English | must-have | | 5 → improved already since the beginning but not yet at a level where you can confidently negotiate with customers → will limit your ability to lead deals with international people (engie, …) → would like you to spend more time on this (at least 3h a week) to improve this until end of your probation period. company can pay for this (try lingoda) | | German | must-have | | 10 | | Other | | | was ich sehr gut finde: sehr selbständig, hohe frusttoleranz und durchhaltevermögen, drive (setzt dich ins auto und kommst wenn es nötig ist), keine berührungsängste mit dem team |

• agenda
• pk rating
• Feedback onboarding - what can we improve

todo

• max: 20 min pro tag, nächste 6 woche