Our client

Kiona is a leading Nordic SaaS company delivering smart energy and building optimisation solutions that help reduce energy consumption, lower costs, and improve operational performance across building portfolios. Its portfolio of software solutions connects to existing building systems, enabling real-time insights, control, and scalable optimisation across complex environments.

With a strong presence across Northern Europe, Kiona is now expanding into Italy and is recruiting its first local commercial leader to establish and grow the business in the market, working across its portfolio of solutions.

If you thrive on building markets, taking ownership, and being hands-on in closing deals, this role is for you.

The Role

The Head of Business is the senior commercial leader responsible for launching and scaling Kiona’s presence in Italy. This is a hands-on role combining strategic ownership with operational execution, focused on building a sales pipeline, closing deals, and activating partners, while establishing a repeatable go-to-market model and driving sustainable revenue growth.

As the business grows, the role offers a clear pathway from market entry to scale-up, with the opportunity to build and lead a larger local organisation and play a key role in Kiona’s expansion in Italy.

Key Responsibilities

• Own full commercial performance in Italy, including pipeline development, deal execution, and revenue delivery

• Execute and localise the go-to-market strategy, ensuring the successful launch and driving growth of Kiona’s core solutions

• Build and maintain a strong, qualified sales pipeline with clear structure, CRM discipline, and accurate forecasting

• Lead key opportunities end-to-end, from prospecting and value positioning to negotiation and contract closure

• Identify, recruit, and activate local partners (e.g. integrators, ESCOs, solution providers), driving partner-led pipeline and sales

• Develop and execute joint sales plans with partners and ensure ongoing engagement, accountability, and performance

• Represent Kiona in the local market through customer meetings, industry events, and partner interactions

• Collaborate cross-functionally with central teams (marketing, product, operations) to ensure strong customer journeys and market alignment

• Act as the local leader, fostering a collaborative, high-performance culture
  
  

Key Requirements

• Proven track record of owning and delivering sales pipeline, deals, and revenue in B2B environments

• Strong experience in SaaS, software-enabled, or technically complex solution sales

• Background in relevant industries such as HVAC, building management systems (BMS/EMS), energy management, or similar technical fields

• 5+ years of experience in leadership and management roles

• Demonstrated ability to combine hands-on sales execution with building structure and scalable processes

• Experience working across both direct and partner-led sales models, including partner development and management

• Strong commercial acumen with the ability to translate technical solutions into clear business value for customers

• Strong skills in CRM, pipeline management, and forecasting

• Entrepreneurial mindset with the ability to build and grow a market from an early stage

• Strong relationship-building skills and understanding of the Italian market landscape

• Fluent Italian and English, with excellent communication and stakeholder management skills