About Analog Devices
Analog Devices, Inc. (NASDAQ: ) is a global semiconductor leader that bridges the physical and digital worlds to enable breakthroughs at the Intelligent Edge. ADI combines analog, digital, and software technologies into solutions that help drive advancements in digitized factories, mobility, and digital healthcare, combat climate change, and reliably connect humans and the world. With revenue of more than $9 billion in FY24 and approximately 24,000 people globally, ADI ensures today's innovators stay Ahead of What's Possible™. Learn more at and on and.
Analog Devices – Global Sales Leadership
Purpose of the Role
To lead Analog Devices’ commercial growth strategy with responsibility for scaling revenues to €20m within next 3 years in the European market (outside of UK & Ireland). The role encompasses full ownership of the European sales function — from pipeline generation and deal execution to tender management and framework awards. Success requires landing at least 5 major DSO framework contracts across Europe and building a scalable sales organisation capable of supporting rapid multi-market expansion.
Requirements of the Role
1. Proven track record in grid technology sales, preferably in LV monitoring, smart grid devices, or related digitalisation technologies for DSOs.
2. Senior-level experience in closing multi-million framework deals with regulated utilities.
3. Deep knowledge of European DSO procurement models (Ofgem, RIIO-ED2 context, ENA standards) and familiarity with EU DSO regulatory frameworks.
4. Ability to design and lead high-performance sales processes (pipeline, CRM, forecasting).
5. Strong experience in tender preparation, negotiation, and contract award processes.
6. Capability to recruit, mentor, and manage a sales and pre-sales team across multiple geographies.
Core Responsibilities & Workstreams
Revenue Growth & Market Leadership
7. Deliver European revenue growth to €20m within next 3 years.
8. Expand European sales footprint.
9. Drive overall company order book conversion rate, ensuring delivery against Board revenue targets.
Strategic Account & DSO Management
10. Build and lead relationships with senior procurement, innovation, and operations teams at DSOs.
11. Secure minimum 8 long-term framework agreements/contracts across Europe.
12. Position Analog Devices as a trusted partner in LV monitoring and grid digitalisation.
Sales Organisation & Leadership
13. Structure and lead the sales team (Europe).
14. Establish KPIs, commission frameworks, and reporting cadence.
15. Mentor pre-sales and business development staff to improve win-rates and deal velocity.
Tendering & Commercial Execution
16. Oversee tender qualification, response writing, commercial modelling, and negotiation.
17. Ensure alignment of technical solution with DSO specifications and regulatory incentives.
18. Lead final contract negotiations and framework onboarding.
Market Intelligence & Positioning
19. Track regulatory changes (Ofgem, BEIS, EU equivalents) and adjust GTM approach accordingly.
20. Feed market insights into product roadmap (e.g., PQ, fault location, digital substation needs).
21. Shape Analog Devices’ European messaging and presence at industry events (ENA, CIRED, Eurelectric).
Forecasting & Reporting
22. Own pipeline visibility and sales forecasting to CEO/Board.
23. Implement and manage CRM discipline across the sales team.
24. Report progress towards €20m revenue target and contract milestones.
Job Req Type: ExperiencedRequired Travel: Yes, 10% of the timeShift Type: 1st Shift/Days