Airpelago

Role Description

Airpelago’s customers are grid owners, or more specifically Distribution System Operators (DSOs) and Transmission System Operators (TSOs), typically governed by LOU/LUF or similar EU procurement frameworks. The Sales Manager drives new business growth by identifying, engaging, and securing strategic customer accounts. With a primary focus on new customer acquisition, this role targets both existing Nordic markets, expansion into new European territories, and supporting colleagues active in sales. You will lead outreach initiatives, attend industry events, and cultivate relationships with DSOs and TSOs. The role is based at Airpelago’s HQ in Gothenburg, with frequent travel required to meet clients across the Nordics and broader Europe. This role is instrumental to Airpelago’s commercial success, contributing directly to revenue growth and market expansion.

Competences & Qualifications

• Bachelor’s degree in business, engineering, or a related field.
• 3+ years of B2B sales experience, preferably in the energy, infrastructure, or technology sectors.
• Experience selling to public sector clients or in environments governed by LOU/LUF or similar EU procurement frameworks.
• Proven track record of closing complex deals and exceeding sales targets.
• Familiarity with the Nordic market; experience in continental European markets (e.g., DACH, France, UK) is a strong plus.
• Ability to work independently, from prospecting, appointments, and visits.
• Skilled in building and managing a sales pipeline using CRM tools (we use Pipedrive)
• Excellent communication, negotiation, and presentation skills.
• Strong analytical thinking and problem-solving capabilities.

 Responsibilities

• Drive new business development in the Nordics and support sales efforts across Europe.
• Build, maintain, and expand a strong pipeline of qualified leads.
• Lead outreach efforts to prospective clients via email, calls, events, and in-person meetings.
• Understand client needs and present tailored solutions that demonstrate Airpelago’s value proposition.
• Collaborate with the operations, product, and executive teams to shape customer proposals.
• Track and report sales metrics, forecast revenue, and contribute to strategic planning.
• Monitor market trends and identify new verticals or customer segments.
• Support bids and proposals in public tenders where applicable.
• Represent Airpelago at industry events, trade shows, and customer meetings.

Personality Traits

• Structured and detailed oriented
• Entrepreneurial: Proactively identifies opportunities and takes initiative to convert them into results.
• Persuasive Communicator: Builds trust and rapport with diverse stakeholders.
• Resilient: Thrives in a fast-paced, evolving environment with shifting priorities.
• Curious: Continuously seeks to understand client needs and industry shifts.
• Organized: Manages multiple opportunities and timelines with precision.
• Team-Oriented: Collaborates across departments to ensure successful delivery.
• Goal-Driven: Focused on exceeding sales targets and delivering measurable growth.

Other

• Reports to: CCO.
• Workplace: Airpelago HQ, Gothenburg.
• Territory: Primarily Nordics with support responsibilities in other European markets.
• Language skills: Swedish, English. Other European languages are meritorious.

Please note that the recruitment process will be paused between July 11 and August 11.