Account Executive (AE)

At ecoplanet, we're building the operating system for the energy transition. Our AI-powered platform turns energy management from a cost center into a competitive advantage for European manufacturers – saving energy costs and unlocking operational efficiency. Backed by EQT Ventures, HV Capital and more and built by a team full of top-tier talent.

We've just entered a new phase for targeted commercial growth – and this is where you come in.

We're not looking for someone who needs a fully baked playbook handed to them. Our GTM motion is working - but it's still evolving. As our Account Executive, you'll own new customer acquisition in the manufacturing mid-market segment, and you'll need to think on your feet while doing it.

You'll own the sales cycle from qualified lead through close - turning discovery conversations into validated business cases and signed deals. But you'll also need to figure things out: adapt your approach to different buyer personas, build your own business cases from scratch, and contribute ideas on how we sell better.

You'll work closely with our founders, Solution Engineering, and GTM team to refine how we sell, what resonates with customers, and how we win in the market.

Own the deal cycle — from qualified lead to close

• Run discoveries, solution demos, and business case presentations with energy managers and decision makers
• Navigate multi-stakeholder deals with both technical and commercial buyers across a structured, multi-stage sales process (Discovery → Demo → Solution Evaluation → Offer)
• Communicate compelling, customer-specific business cases grounded in measurable ROI (energy cost savings, compliance value, operational efficiency)

Drive pipeline - together with Marketing & SDR

• Work primarily with SDR-qualified leads that are handed to you as qualified opportunities
• Contribute to pipeline generation through your own network and strategic outreach (~20% self-sourced is the expectation, not full-cycle cold acquisition)
• Manage a portfolio of multiple concurrent deals at various stages

Improve the sales process & CRM

• Follow and contribute to our structured qualification and closing framework — we believe in disciplined deal management, and we expect you to embrace it
• Maintain rigorous CRM hygiene: every opportunity, activity, deal stage, and qualification criterion is tracked accurately and in real time
• Use data and deal health indicators to prioritize your pipeline and flag risks early

Be the voice of the customer

• Provide structured product and market feedback to our Product team — your customer conversations are a critical input for our roadmap
• Build relationships with key decision-makers — including willingness to conduct on-site visits when needed to deepen trust and understanding
• Become a trusted advisor to manufacturing SMBs navigating energy cost optimization and the energy transition

Must-haves

• 3+ years of closing experience in B2B SaaS sales, complex/technical product sales, or energy solutions sales
• Proven ability to manage and close multi-stakeholder deals involving both technical and commercial decision-makers
• Experience selling into manufacturing, industrial, or energy-adjacent verticals
• Conceptual thinker — you can build a business case from first principles, not just follow a script. You understand your customer's P&L, not just their pain points
• Comfortable with ambiguity — you've worked in environments where the process wasn't perfect and you helped shape it rather than waiting for someone to hand it to you
• Self-assured without being rigid — you have conviction in your approach, can push back constructively, and don't crumble when a deal gets complex or a prospect challenges you
• Professional proficiency in German (C2) and English, written and spoken
• Willingness to work within a structured qualification framework and maintain high standards of data quality and deal hygiene

Nice-to-haves

• Experience at a Series A/B startup where things weren't fully figured out yet
• Familiarity with energy management topics, or sustainability / climate-tech
• Hands-on experience with CRM tools (HubSpot, Salesforce, or similar)
• Existing network in the German Mittelstand / manufacturing SMB landscape