Enterprise Account Executive, Municipal Utilities

Berlin, on-site + field€80k base / €160k OTE

Enterprise Account Executive — Municipal Utilities

There are around nine hundred municipal utilities in Germany. Each one runs electricity, gas, water and heat assets across a region, each one now falls under the same resilience obligations as the large operators, and almost none of them has a security organisation sized for it. They are also, unlike the big four, reachable — you can get to a managing director through an association route or a well-written letter, and the decision sits with three or four people rather than thirty.

This is a different motion from our large-account business, and it needs someone who wants that difference. More accounts, smaller first deals, faster decisions, and a repeatable package rather than a bespoke one. Done right it is the highest-velocity part of our pipeline and the segment where a well-run association strategy compounds — municipal utilities talk to each other, and a reference in one region genuinely opens the next.

The groundwork is laid. We are members of the relevant industry bodies, we have run a joint survey with a sector publication, and we have live conversations and a warm route into the cooperative networks that several hundred of these utilities belong to.

What You'll Own

A quota carried across many accounts rather than a few. Expect a portfolio measured in dozens of live opportunities, not a handful.
The association and cooperative routes. Industry bodies, purchasing cooperatives, the sector press and the events those groups run — the channel that makes this segment reachable at all.
A repeatable pilot package. Standard scope, standard pricing, standard business case. Your job is to stop each of these deals being designed from scratch.
The board-level approach. In this segment the managing director frequently is the decision maker, and a direct, well-argued approach works. You will be writing a lot of them.
Reference building. The first ten customers here are worth more as references than as revenue. You will be managing them accordingly.

Your First Six Months

Month 1–2 — Segment map built and prioritised — asset counts, regional exposure, incident history — and the outbound motion running at volume.
Month 3–4 — First two pilots signed off the standard package. The association route producing meetings without a founder in the room.
Month 5–6 — A pipeline that stands on its own, one reference customer willing to speak publicly, and a repeatable motion documented well enough to hire a second person into it.

What We're Looking For

You have sold to German municipal utilities, public-sector-adjacent buyers or regional infrastructure operators, and you understand how a supervisory board and a municipal owner change a decision.
You run high activity without losing quality. This role rewards volume and discipline more than it rewards a single heroic deal.
You write well in German. A large part of the top of this funnel is written outreach that has to land with a managing director.
You are comfortable with a standard package and are not looking for a role where every deal is bespoke.
German at native level; English good enough to work with an international engineering team.

Nice to Have

An existing network across the Stadtwerke landscape or its associations.
Experience with public procurement thresholds and municipal budget cycles.
You have built a segment motion from scratch and handed it to someone else.

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.

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