Head of Commercial

Head of Commercial We usually respond within three days Who we are Ilkari is a privately-held start-up based in Dublin, Ireland. We deliver hyper-private scale innovation and technology to safeguard and secure data, enabling true data sovereignty even as the pace of change accelerates. Our best-in-breed sovereign technology delivers privacy and control over where companies’ data resides, where it flows, and how it’s accessed. We’re here to rewrite the story of data sovereignty – empowering innovators, pioneers and visionaries to make their mark. We believe the sky is not the limit. We strive for the perfect balance of simplicity and excellence in everything we do, and we’re looking for people who are ready to join our journey and rewrite the story of data sovereignty. Role overview The Head of Commercial is accountable for defining and delivering commercial growth strategy for Ilkari’s Croatian Data Centre, balancing near-term revenue generation with long-term market positioning and sustainability. As Ilkari’s senior commercial leader in the region, the role shapes go-to-market strategy for data-centre and cloud services, leads high-value enterprise and partner relationships, and ensures commercial decisions are disciplined, profitable, and compliant. The role combines strategic judgement with hands-on leadership. The role holder is responsible for aligning commercial ambition with operational capacity, regulatory realities, and Ilkari’s values, all the while representing the business credibly with customers, partners, and external stakeholders. * This is a hybrid role, with an expectation to work from the office 1 day per week . What you'll do Shape, adjust and operationalise the regional commercial plan for datacentre and cloud services in line with global strategy. Drive new business development, securing enterprise, government, and channel partnerships across Croatia. Maintain strong commercial governance: pricing, margins, contracts, and forecasting. Lead, coach, and develop a performance-driven sales team, fostering collaboration, accountability and pace. Build Ilkari's market presence and brand reputation through partnerships and industry engagement, in strong collaboration with the Head of Marketing and the local marketing specialist to ensure regional alignment to, and localisation of, the Ilkari brand and marketing strategy. Coordinate with the Head of Data Centre to align pipeline, delivery capacity, and client success. Ensure regulatory and contractual compliance in all commercial activities. Contribute to enterprise-level decisions on market entry, pricing models, and investment priorities within the region. What are we looking for Education: MBA or equivalent post-graduate qualification preferred, or demonstrated advanced commercial mind-set through proven strategic and commercial leadership. 10+ years' senior-level experience in datacentre, cloud, or telecom environments, including cross-border operations. Track record of securing and growing enterprise accounts and building strategic partnerships. Deep understanding of Croatian market dynamics, regulations, and business culture. Fluent in Croatian and English; adept in multicultural, matrix settings. Strong financial and contractual acumen; comfortable with P&L-adjacent decisions. Strong business acumen with commercial awareness - requires analytical and strategic thinking to navigate market complexities. Proven ability to report, present, and communicate with customers, executives, and stakeholders at all levels. Demonstrated project and time management skills. Values-driven leader - humble, accountable, growth-oriented, and collaborative. Department Commercial Locations Varaždin (Croatia) Remote status Hybrid Employment type Full-time