Enterprise Account Executive, Energy & Grid
Enterprise Account Executive, Energy & Grid
Location: Berlin, on-site + field | Type: Full time, permanent | Reports to: CEO | Range: €90k base / €190k OTE | Languages: German native + English | Segment: TSO, DSO, generation
Transmission and distribution operators are under a kind of pressure they have not had before. Copper theft and cable sabotage at substations, drones over sites nobody thought needed watching, and since March 2026 a KRITIS umbrella law that turns physical resilience from a good idea into a documented obligation. Most of them are staffed and equipped for a threat picture that is a decade old.
This is the segment where our deals are largest and slowest. One pilot at one substation, run properly, becomes a portfolio decision across hundreds of sites — several of the operators we are in front of have between six hundred and several thousand assets that fit. The work is finding the person inside a large regulated utility who owns that problem, building the internal business case with them, and staying with it through a procurement process that will take three quarters.
You would take over a live pipeline in this segment, not build one from zero. There are pilots running, offers outstanding, and named champions inside several of the largest operators in Germany.
What You'll Own
A quota against transmission and distribution operators plus large generation portfolios, across Germany and selectively DACH and the Netherlands.
Pilot-to-portfolio conversion. A single site is not the goal. Your job is turning a successful pilot into a rollout decision, which is a business-case exercise as much as a sales one.
Multi-stakeholder navigation. Operational security, plant management, network operations, procurement, and increasingly a cross-functional resilience programme with its own budget. You will be building the internal coalition, not pitching one person.
The regulatory angle. Whether this investment is recognised in the regulated asset base is a live question and a real lever with network operators. You will not need to be the expert on day one; you will need to get good at it.
Structured tenders. Regulated operators buy through formal procurement. You qualify them, shape them where we can, and work with our bid function on the response.
Your First Six Months
Month 1–2 — Handover of the live accounts, on site at a running pilot, and independently leading meetings with existing champions.
Month 3–4 — First pilot closed under your own name. A clear map of which accounts are real and which have been politely stalling.
Month 5–6 — At least one pilot moving into a portfolio conversation with a named budget owner and a decision date.
What We're Looking For
You have sold complex technical products into utilities, grid operators or industrial infrastructure in Germany, with deal sizes in the hundreds of thousands and up.
You are patient with a nine-to-eighteen-month cycle and disciplined enough to keep three quarters of pipeline honest rather than optimistic.
You can hold a technical conversation about detection and false alarms with an operations lead, and a commercial one about business case and depreciation with a board member.
You have worked a formal procurement process and you know what a compliance matrix is.
German at native or C2 level. Working English for an engineering team that operates in it.
Nice to Have
An existing network inside German network operators or their industry associations.
Understanding of network regulation and how operators recover costs.
Security, drone detection, or perimeter protection background.
About Spine
Spine is the observability layer for critical infrastructure. We are a Berlin hardware and software team building sensors, mesh networks and correlation platforms for transmission operators, rail operators and institutional security teams.
Our towers combine camera, radar, radio-frequency and acoustic sensing with processing at the edge, and our software turns what they see into a small number of alerts a person can act on. We design and build the hardware ourselves, in Berlin, and the platform that runs on it. Customers own their towers; we run the intelligence.
The work matters because the infrastructure Europe depends on is being tested, and the people responsible for protecting it are working with tools built for a different decade. Securing European prosperity is the reason the company exists, and it is not a slogan we picked afterwards.
What We Offer
Profit participation for every employee. A real programme with a defined pool, not a gesture. You share in what the company becomes worth.
The stated salary range, and a conversation about where you land in it rather than a negotiation game.
Berlin Mitte, on site. Sophienstraße, with the hardware in the building. We are not a remote company and we would rather say so than waste your time.
Direct access. Six people today. Whatever you build here will be visible, attributable and yours.
German and English. Engineering runs in English, customers run in German, and both are normal here.
25 days of holiday, and a company that means it when the year is over.
How the Process Runs
An intro call with the founder you would work with, a deep-dive on your experience, a practical exercise drawn from something real we are working on — no take-home longer than three hours — a conversation with the wider team, and references. Four steps, normally inside three weeks, and you will hear back either way.
We hire for what you can do rather than where you did it. If you meet most of a posting and not all of it, apply anyway and tell us which part you would need to grow into.