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trawa is building Europe's leading B2B platform for clean energy, connecting 100% renewable electricity supply with energy management software and intelligent optimization of consumption and flexibility. The company helps energy-intensive enterprises remain competitive in volatile markets while achieving sustainability goals.
As Customer Success Manager, you will be the central point of contact for trawa's most important customers, ensuring their success from onboarding through long-term partnership. You will manage key accounts end-to-end, build relationships at decision-maker level (C-suite/heads of departments), and drive strategic account expansion.
Key responsibilities include:
- Leading important existing customers to success through structured onboarding and continuous development
- Building trusted relationships with decision-makers and operational stakeholders, becoming their primary contact
- Identifying growth opportunities (upsell/cross-sell), prioritizing by business value, and developing compelling business cases
- Solving complex, business-critical issues pragmatically with structured approaches
- Coordinating internal execution across Sales, Product, and Operations teams
- Working with Customer Success playbooks and QBRs, continuously improving standards for scalable excellence
- Carrying commercial responsibility for your portfolio: customer satisfaction, growth, retention, and measurable contribution to company success
You will work closely with Sales, Product, and Operations, advising customers on energy market questions to help them make informed decisions in a complex, volatile environment. The role offers the opportunity to shape the future of the energy industry and drive projects with direct impact on products, customers, and the environment.
The first 90 days include: Month 1 – learning trawa's products, processes, and the energy market while taking on initial customer accounts; Month 2 – independently managing a growing portfolio with first QBRs and identifying commercial potential; Month 3+ – full end-to-end responsibility for a portfolio of key customers with focus on strategic accounts and C-level relationships.
Requirements:
- 2-4 years of Key Account Management experience with proven ability to build relationships at decision-maker and operational levels
- Background ideally in strategy consulting, fast-growing startups, or renewable energy companies
- Ability to maintain overview of complex customer setups, take ownership of results, and deliver efficiently with high quality
- Data-driven identification and assessment of commercial potential (upsell/cross-sell), business case development, and value-oriented negotiation
- Demonstrated success in customer retention, expansion, and satisfaction (e.g., NRR, churn reduction, portfolio expansion)
- "Farmer mentality": results-oriented, structured, self-directed with focus on sustainable accounts
- Strong analytical thinking: deriving clear recommendations from data, quantifying impact levers, making KPI-driven decisions
- Native-level German language skills
- Fluent English; other European languages advantageous
