Enterprise Account Manager
Enterprise Account Manager
Location: Berlin, on-site + field | Type: Full time, permanent | Reports to: CEO | Range: €75k–105k total comp (base + OTE) | Languages: German native + English | Scope: Post-sale, across all segments
Sales at Spine is doing its job. Pilots are landing across transmission and distribution operators, municipal utilities, and now data centers, and several are already converting from a single site into a multi-site rollout. Each of those customers now needs someone accountable for making the pilot work, renewing on time, and finding the next site or business unit that fits. Right now that falls on whoever closed the deal, which is a bad use of a closer and a worse experience for the customer.
You would own that relationship end to end once the ink is dry: onboarding, adoption, renewal, and expansion, across every segment we sell into. That is real ownership from day one, on a customer base of critical-infrastructure operators who take the product seriously because their obligations under KRITIS make them have to.
What You'll Own
The full post-sale lifecycle for every live account across Energy & Grid, Municipal Utilities and Data Centers: onboarding, adoption, renewal, and expansion.
Pilot-to-portfolio conversion, in partnership with the AE who closed it. Once a single site is proven, you build the case and the plan for the next ten.
Renewal timing and account health. You will know which accounts are at risk before anyone else does, and ideally you will have already fixed it.
The internal coalition inside each customer. Champions change roles and leave. You keep the relationship live across everyone who actually controls the site network.
Escalation and coordination with engineering when a customer's issue needs more than an account manager can fix alone.
Your First Six Months
Month 1–2 — Handover of the live account book. You know every customer, every open commitment, and every renewal date.
Month 3–4 — First renewal closed under your own name, and the first expansion conversation moved from "if" to a named plan with a budget owner.
Month 5–6 — A repeatable playbook for pilot-to-portfolio conversion that the AEs can hand you with confidence.
What We're Looking For
You have run post-sale relationships for complex technical products sold into utilities, infrastructure operators, or similarly regulated enterprise customers, with multi-year contracts and expansion motions.
You are comfortable being the person a customer calls when something is wrong, and you know the difference between an account problem and an engineering one.
You can hold a technical conversation about what the product does and a commercial one about renewal terms and expansion economics, often in the same meeting.
You are organized enough to run a growing book of accounts across several segments without anything falling through.
German at native or C2 level. Working English for an engineering team that operates in it.
Nice to Have
Experience managing accounts through a regulated, tender-driven, or public-sector-adjacent buying process.
A background in customer success or account management at a security, IoT, or infrastructure-monitoring company.
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. 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.