(Senior) Sales Manager - Stadtwerke & Energieversorger (m/w/d)

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About The Position

KUGU is hiring a Sales Manager to expand its sales to municipal utilities and energy providers. The role focuses on winning new utility customers and partners and strategically developing existing customer relationships. The position is centered on selling KUGU’s IoT platform for smart metering, remote maintenance, and AI-supported energy optimization, including solutions for metering operations, neighborhoods, and municipal heat planning. The role allocates approximately 70% of the time to new customer acquisition, 20% to strategic account development, and 10% to team enablement. The Sales Manager will manage sales from initial outreach through pilots, public tenders, and contract completion, while navigating municipal decision-making processes. The role also includes executive-level relationship management, market analysis, and contributing to sales and CRM processes. The position can be performed 100% remotely or in a hybrid arrangement from KUGU’s Berlin office. Travel within Germany is expected for approximately 30–40% of the time. KUGU offers flexible working hours and the possibility to work from elsewhere in the EU for up to three months per year.

Requirements

At least 5 years of B2B sales experience with municipal utilities, energy providers, metering service providers, or in the energy or smart-metering industry, with demonstrated success in long-term customer development.
End-to-end sales capability, including confident customer conversations, strong closing ability at decision-maker level, and negotiation of complex contracts.
Experience with public tenders and procurement procedures is required.
Knowledge of the municipal utility landscape and the ability to build and maintain a strong industry network.
Strong sales mentality and customer empathy.
Understanding of the conditions affecting municipal utilities, including the Metering Point Operation Act, the smart-meter rollout, and heat planning.
Interest in IoT, SaaS, and digital business models.
German at negotiation level (C2) and very good English (B2).
Willingness to travel within Germany approximately 30–40% of the time.

Responsibilities

Acquire new municipal utility and regional energy-provider customers, accounting for approximately 70% of the role.
Generate qualified leads by using an existing network in the municipal energy sector and proactively contacting executive, sales, technical, and innovation decision-makers.
Manage complex sales cycles from initial contact through pilot projects, tenders, and contract signing, including municipal approval processes involving supervisory boards and shareholders.
Develop joint offerings with municipal utilities for the local housing sector, such as metering operations, neighborhood solutions, and municipal heat planning.
Represent KUGU at industry events and energy-sector association events.
Develop long-term relationships with key accounts, create account plans, and identify cross-selling and upselling opportunities.
Negotiate with managing directors and technical and project leads.
Analyze competitors, regulatory developments, and customer feedback from the municipal utility market and share insights with product development.
Contribute to the design and improvement of sales funnels and CRM workflows.

Benefits

Unlimited, performance-based bonus payments, with an advance paid monthly.
Individual benefits package including meal and internet subsidies, Urban Sports Club, and a car.
Autonomy and decision-making authority in managing the assigned sales territory.
Mentoring and direct exchange with the Head of Sales and experienced sales leaders.
Weekly one-to-one meetings and transparent goals.
Flexible working hours.
Option to work 100% remotely or hybrid from the Berlin office.
Option to work from elsewhere in the EU for up to three months per year.
Office amenities include table football, a terrace with a grill, and a pool car.
Regular team events, including boat parties, team outings, and themed days.