Head of New Categories

About sun.store 

• sun.store is the biggest B2B marketplace for solar and energy storage components in Europe — ranked #1 fastest-growing startup in Europe by Sifted's Future 50 in 2024. 

• Launched in October 2023, we already process €100m+ GMV annually, serve 45,000+ B2B users across 40+ countries, operate as a truly pan-European platform (90% of transactions cross borders), and are backed by leading VC investors. 

• We are now expanding into adjacent product categories beyond solar panels and batteries. The Head of New Categories will be the person who goes and builds that future. 

 

Responsibilities 

• Category Strategy & Prioritisation: Define which new product verticals sun.store should enter and in what sequence. Build the business case for each: market size, supplier fragmentation, competitive landscape, and strategic fit with the platform. 

• Supplier Recruitment & Onboarding: Identify, approach, and sign the key manufacturers, distributors, and wholesalers for each new category. Own the go-to-market motion end-to-end — from first outreach to live listings generating GMV. 

• Demand Activation: Generate early traction on the buyer side. Design and run experiments, validate product-market fit signals, and scale what works. 

• Assortment & Pricing: Build competitive, data-informed assortment strategies. Set and optimise pricing frameworks. Own category GMV targets, conversion metrics, and margin performance. 

• Cross-functional Execution: Coordinate with Product, Sales, and Operations to ensure new categories launch with the right infrastructure, content quality, and logistics support. 

• Market Intelligence: Monitor trends in adjacent energy verticals — cables, EV charging, heating, grid infrastructure. Identify emerging categories before they become obvious and translate insights into category roadmap decisions. 

• AI-First Operations: Champion automation-first thinking across category workflows. Leverage AI tools, data pipelines, and no-code/low-code solutions to scale category management without proportional headcount growth. 

 

Requirements 

• 5+ years of experience in category management, merchandising, or commercial development — ideally at a B2B marketplace, e-commerce platform, or technical/industrial distributor. 

• Proven track record of building or scaling a product category from scratch — you know how to go from zero to revenue. 

• Strong commercial instincts: supplier negotiation, assortment curation, pricing strategy, and B2B sales mechanics. 

• Analytical mindset — comfortable working with GMV, conversion, margin, and CAC data to make prioritisation decisions. 

• Readiness to work in a hybrid model from our office in Warsaw, Poland. 

• Fluency in English (C1+) — the working language of the company. 

• Background in technical B2B goods (energy, electrical equipment, construction materials) is a strong asset. 

• Familiarity with AI-assisted workflows, no-code tooling, or growth experimentation frameworks is a plus. 

 

Candidate Profile & Mindset 

• Builder over bureaucrat: This role has no playbook. You will write it. We need someone who is energised by blank pages — capable of defining strategy and immediately executing against it. 

• Startup spirit: Readiness to thrive in a dynamic, fast-moving environment and build processes from zero. We look for someone who wants to test and apply novelties daily — this mindset matters more than any industry background. 

• AI-First operator: We are a lean organisation that scales through automation, not headcount. Candidates motivated primarily by managing large teams are not the right fit. We need someone who builds high-output, technology-driven systems. 

• Commerce intuition: Practical understanding of B2B commerce, marketplace mechanics, and supplier dynamics is important. We are looking for a candidate who intuitively 'feels'