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Exnaton is a climate tech startup spun out of ETH Zurich that provides an AI-powered intelligence platform for the energy sector. The platform enables utilities to rapidly design, test, and scale smart, data-driven energy products—from energy sharing and dynamic tariffs to EV smart charging and flexible billing models. The company helps energy providers unlock new value from decentralized, digital energy without large infrastructure migrations.
In this role, you will drive new business development in the DACH region (Germany, Austria, Switzerland), exnaton's largest and most developed market. You own the full sales cycle, from identifying and qualifying opportunities through proposal development and deal closure. You will build and maintain a reliable pipeline through systematic outreach to Stadtwerke (municipal utilities), regional and national energy suppliers, and inbound leads from marketing activities.
Key responsibilities include:
- Acquiring new utility customers and managing the complete sales cycle: account identification, initial contact, needs qualification, proposal preparation, and closing
- Building pipeline through targeted outreach to utilities and energy suppliers
- Developing proposals and business cases for commercial, technical, and management stakeholders
- Navigating multi-stakeholder decision processes typical of utilities (product managers, IT, billing, executives)
- Contributing to market positioning, pricing strategy, and messaging alongside Marketing and Product teams
- Representing exnaton at industry events, trade fairs, and customer meetings
- Maintaining accurate CRM documentation for reliable forecasting and team knowledge
The role is remote-first within EU countries but requires approximately 20% travel to DACH-based customers.
Requirements:
- Bachelor's or Master's degree in business administration, economics, or energy-related studies, and/or equivalent relevant experience
- Substantial track record in B2B sales or business development in the energy industry, with negotiation responsibility for complex software or service deals with utilities
- Well-founded knowledge of the energy market, including familiarity with energy suppliers, distribution system operators (Verteilnetzbetreiber), and metering point operators (Messstellenbetreiber); awareness of developments such as smart meter rollout, dynamic tariffs, energy sharing, and flexibility
- Established network in the DACH energy sector, or clear plan to build one
- Independence to set priorities, structure market approach, and take accountability for targets
- Consultative sales approach; ability to understand diverse customer and stakeholder perspectives and think in solutions
- Confident written and verbal communication with technical and commercial audiences
- Interest in digitalization and software; routine CRM use
- Fluent German and English (both required); additional languages welcome
