Head of Sales EMEA in London

Reporting to Head of Global Sales

Remit: Full-cycle enterprise sales and platform partnerships across the UK and EMEA.

THE ORGANISATION:

Epoch Blue is the first-mile data company for global commodity supply chains. The business generates location-linked intelligence — deforestation status, emissions, water stress, biodiversity risk, production volumes and compliance status — for every farm, plantation and processing facility feeding the world’s cocoa, coffee, palm, soy, timber, beef and rubber supply chains. Critically, this is achieved without requiring supplier cooperation, by combining satellite-native commodity detection, supply-shed modelling from facility addresses, and deterministic company-identifier matching. Epoch operates as the data layer beneath the systems its customers already run. Its data flows into ERP systems, supply chain risk management platforms, procurement platforms and trade compliance platforms, reaching tens of thousands of corporates through signed partnerships. As of April 2026, the company monitors more than 20 million individual farms and plantations across 250 million hectares. Financial services — banks, insurers and development finance institutions — represent the next major frontier, underwriting parametric insurance, sustainability-linked loans and agricultural credit against Epoch data. The company was co-founded in London in 2023 by Jinal Surti (CEO) and William Ouellette (CTO), and is backed by Sand River Ventures, Burnt Island Ventures, Cerulean Ventures, Ripple and Mercy Corps Ventures. Epoch is the most capital-efficient geospatial business in its category — approximately ten times more efficient than comparable peers — and is scaling over the next five years. The culture is lean, high-agency and performance-oriented: strong opinions held loosely, disagree and commit, and decisions taken quickly on the evidence available.

Demand for first-mile data is being driven by four forces moving in parallel:

• Regulation: Requirements in Europe and globally are pushing facility-level environmental and sourcing evidence into mainstream procurement.
• Risk management: Corporate teams are actively reducing exposure to supply shocks, reputational damage and single-source dependency.
• Reporting frameworks: Sustainability, nature, climate and financial disclosure standards all draw on the same underlying evidence base.
• Financial services: Buyers are using the data to reduce counterparty risk, lower insurance premiums and unlock preferential financing.

Each driver reinforces the others. Together they are reshaping how supply chains are monitored, financed and governed.

THE OPPORTUNITY:

Epoch is seeking a commercially accomplished sales leader to take full ownership of the UK and EMEA — the company’s home region and its most developed market. This is not a greenfield market-entry mandate; it is the opportunity to lead and scale a region in which Epoch is already established and well-networked. The successful candidate will run the complete sales motion: closing enterprise agreements directly with corporate buyers, and developing commercial relationships with the SCRM, ESG and procurement platforms seeking to embed Epoch data within their own products. The role reports to the Head of Global Sales and carries significant autonomy in shaping the regional commercial strategy, with a clear path to building and leading a team as the region scales.

KEY RESPONSIBILITIES:

• Own the full deal cycle end to end — origination, qualification, pitch, negotiation and close — across both direct enterprise sales and platform-embedded commercial models.
• Develop and execute the EMEA go-to-market playbook, including sector prioritisation across food and beverage, automotive, industrials and other segments facing EUDR exposure.
• Manage and grow existing platform partnerships so that an increasing share of global supply chain software is underpinned by Epoch data.
• Represent Epoch as the senior commercial presence across the region at conferences, industry events and trade forums.
• Channel structured market and customer feedback into the product organisation to inform roadmap and positioning.
• Build and lead a regional commercial team as coverage requirements grow beyond an individual remit.
• Own regional pipeline, forecasting and revenue delivery, with accurate and candid reporting to the leadership team.

EXPERIENCE AND CAPABILITIES:

• A minimum of seven years in B2B sales with a consistent record of exceeding quota, ideally within data, SaaS, ESG, supply chain or compliance markets.
• Working knowledge of procurement, supply chain risk or ESG and compliance platforms — or the demonstrable capacity to acquire it at pace.
• Credibility across both audiences: equally effective presenting to a Fortune 500 sustainability function and negotiating a platform partnership with technical stakeholders in the room.
• Fluency in the regulatory landscape — EUDR, CSRD and CSDDD — or genuine appetite to become the region’s authority on it.
• A builder’s instinct: a preference for creating the commercial playbook rather than executing one inherited from elsewhere.
• Strong cross-cultural communication across multiple markets and time zones. Fluent English is essential; an additional European language is advantageous.
• Willingness to travel internationally as commercial opportunities require.
• Based in or within reasonable reach of London, where the team is located.

WHAT EPOCH OFFERS:

• Ownership of Epoch’s home region — a mandate to lead an established market rather than open a speculative one.
• Direct access to the founding team, with genuine influence over commercial strategy and product direction.
• A competitive package comprising base salary, commission and equity, to be discussed in detail during the process.
• A flexible, low-bureaucracy environment that prioritises pace, evidence and outcomes.