Business Development Manager, Energy Services

Emabler; Helsinki; Hybrid; EUR 110,000 - 150,000; Full time

Job summary

eMabler is seeking a Senior Business Development Manager for Energy Services to shape and lead our energy services across intraday, local flex and demand response markets in Europe. You will collaborate with the CTO, CRO and product teams to define capabilities and commercial models.

You will run lighthouse customer co-development projects, build partnerships with aggregators and BSPs, manage TSO/DSO relations, and align pricing with the CRO.

Qualifications

• Deep working knowledge of European energy markets
• Track record of taking an energy service from concept to production
• Familiar with EV-grid integration standards (ISO 15118, OpenADR, EEBUS, IEC 61850, ENTSO-E APIs)
• Commercial fluency; pricing for flexibility services and partner negotiations
• Able to work effectively between commercial and technical teams; strong English

Responsibilities

• Define the Energy Services proposition across intraday, local flex, and demand response.
• Own the Energy Services roadmap with the CTO and product team; prioritise platform capabilities.
• Lead lighthouse customer co-development projects and convert pilots into shipped features.
• Build the aggregator and BSP partnership layer and manage cross-country integrations.
• Own TSO and DSO relationships; monitor regulation and market design changes.
• Set pricing and packaging with the CRO; support sales with credible energy-system messaging.
• Support AEs and SEs with deep domain knowledge on energy-system integration.

Job description

Business Development Manager, Energy Services

Location: Helsinki HQ preferred. Open to candidates based in another major European hub (DACH, Nordics, UK, Benelux). Regular travel to Helsinki and key markets expected.

Reports to: Chief Revenue Officer

Works closely with: CTO and product/engineering, energy company customers, aggregators and balancing service providers, TSOs and DSOs

The shift we are building for

Four things are happening at once in European mobility, and each of them lands directly on our customers’ desks.

Transport electrification is moving from a policy story to an operational one. Fleets are converting on a real timeline, retailers and parking operators see EVs in their lots every day, and energy companies are watching charging become a meaningful share of load. Volume that used to be a 2030 question is a 2026 question.

Charging is no longer a parking-lot accessory. It is an energy asset. Loads need to be visible to and steerable by the energy system: dynamic tariffs, grid signals, local PV and storage, balancing markets. Customers who treat charging as a standalone IT system get punished on energy cost. Customers who plug it into the energy stack come out ahead.

The ecosystem of players is changing shape. Hardware, software, payments, energy, identity, and roaming are no longer separate stacks owned by separate companies. The companies that win stitch these layers together for their own customers and own the experience end to end. That takes partners and APIs, not vertical integration.

New technologies move the bar on user experience. Plug & Charge (ISO 15118), bidirectional charging, smart charging at scale, and ID-driven payments turn a clunky workflow into something invisible. Buyers are asking for these capabilities by name now, not in two years.

About eMabler

eMabler is the EV charging software company behind an open platform used by energy companies, retailers, and parking operators across Europe. Our customers add EV charging to a service they already run: energy retail, fuel retail, grocery, parking. They use our APIs to launch a charging service in weeks as an integrated part of the user experience they offer. We just closed our Series A and are scaling our commercial and product teams.

How we think about the energy stack

eMabler is a sub-aggregator, not an aggregator. We do not trade flexibility on energy markets ourselves. We give our customers the platform to manage EV charging loads as a flexibility resource, and either monetise that flexibility themselves or hand it to an aggregator or balancing service provider they choose. Our job is to make every EV charging load visible, controllable, and tradeable in the markets that matter to our customers.

Three market layers shape the work:

• Intraday markets, where customers shift charging to follow short-term price signals.
• Local flex markets, where customers help DSOs manage local congestion and get paid for it.
• Demand response programmes, where customers respond to TSO and balancing signals (FCR, aFRR, mFRR) or to utility programmes.

Our customers see two outcomes: new revenue from selling flexibility, and lower cost from running EV charging cheaply against real grid and market signals.

Why this role exists

Energy is where eMabler creates the most defensible value, and it is where our customers are asking for help fastest. We need a senior individual contributor who knows the European energy markets, the players, and the technical realities, and who can turn that knowledge into a roadmap of services and features that we ship and our customers sell. This is not a pure sales role and it is not a pure product role. It is the bridge between the two for everything energy-related.

What you will own

• Define the Energy Services proposition: what eMabler offers customers in intraday, local flex, and demand response. Own the segment-by-segment commercial story (energy companies, retail, parking) and the customer-facing economics.
• Own the Energy Services roadmap with the CTO and product team. Scope and prioritise the platform capabilities that make the services real: load forecasting, optimisation, baseline calculation, market-interface protocols (OpenADR, IEC 61850, EEBUS, ENTSO-E feeds), aggregator integrations, and settlement.
• Run a focused portfolio of lighthouse customer co-development projects that turn into shipped capabilities. Pick customers carefully, scope tightly, and convert pilots into product the rest of the customer base can adopt.
• Build the aggregator and balancing-service-provider partnership layer. Our customers will plug into different aggregators in different countries. You decide who we integrate with, on what terms, and how a deal closes when an eMabler customer monetises flexibility through a partner.
• Own TSO and DSO relationships. Track regulation, market design changes, and pilot programmes across our priority countries. Be the person we send to the table when a system operator or regulator wants to talk.
• Set pricing and packaging for energy services with the CRO: subscription, success fee, share of flexibility revenue, or hybrid.
• Make our AEs and SEs credible on energy-system integration in front of customers. You are the deep-domain support our sales team calls in.

What success looks like

First 90 days: You have met every customer running or planning energy services with us, mapped the energy market landscape across our priority countries, and produced a written 12-month plan with the CRO and CTO co-signing. The plan answers what we build, what we partner for, and what we sell first.

By month 9: We have shipped one production-grade energy service in one of the three market layers (intraday, local flex, or demand response) with at least one paying customer running it in production. Two more are scoped and in build. Aggregator partnerships are live in at least two countries.

By month 18: Energy Services is a named line in our commercial plan with measurable ARR contribution. At least one customer has demonstrated meaningful flexibility revenue or cost reduction through eMabler that we can use as a public reference. We have a credible energy-system answer in every sales conversation in our three focus segments.

Who you are

• Deep working knowledge of European energy markets, built up through years at a utility, balancing service provider, aggregator, energy software vendor, system operator, or grid services consultancy. You can talk fluently about intraday products, balancing markets (FCR, aFRR, mFRR), local flex auctions, and capacity mechanisms in at least three European countries.
• Track record of taking an energy service from concept to a paying customer running it in production. You know the difference between a pilot that ends and a service that scales.
• Comfortable with the standards and protocol landscape that surrounds EV-grid integration: OCPP, ISO 15118 (Plug & Charge), OpenADR, EEBUS, IEC 61850, ENTSO-E APIs, and DSO flexibility platforms. You do not need to write the integrations. You do need to scope them and pick the right ones.
• Commercial fluency. You can structure pricing for a flexibility service, negotiate a partnership term sheet with an aggregator, and read whether a customer’s business case actually closes.
• You work well between two bosses. You report to the CRO and spend half your time with the CTO and product team. If that pattern frustrates you, this role will too.
• You have an opinion on the difference between an aggregator and a sub-aggregator and can explain why eMabler is positioned as the latter.
• Working English required. Finnish, German, or another major European language is a plus.
• You use AI as a default, not a side experiment. Experience with the tools helps; attitude matters more. You look for where AI can speed up your work and multiply what one person can deliver.

Bonus, not required

• Experience as an aggregator or BSP, especially with EV-fleet or distributed-asset flexibility products.
• Operator network among large European energy retailers and DSOs that we can put to work in week one.
• Background in EV-grid integration projects, including V1G smart charging and V2G/bidirectional pilots.
• Experience working with regulators on flexibility market design.

What you get from this role

A category that is finally moving. EV charging in Europe is becoming operational, not theoretical, and the energy side is where the most interesting questions live. Dynamic tariffs, balancing markets, vehicle-to-grid, smart charging at scale. Buyers are asking for these by name now, not in two years. You are at the desk where those conversations land.

• A bridge seat between commercial and technical. Not a pure sales role and not a pure product role. You shape what we build, win the deals that prove it, and bring the field signal back. Few seats in the company have this kind of leverage on the roadmap.
• International work, day to day. Energy customers and partners across DACH, Nordics, UK, and Benelux, each with their own market structure. Travel that earns the trip, Helsinki HQ between trips, hybrid working as the norm.
• Strong colleagues. Product, engineering, commercial, and operations leaders here have built and shipped before. You will be challenged on your work in a useful way and have peers who can hold the technical conversation with you.
• Compressed learning. You will work on energy retail, fleet electrification, balancing markets, and partner ecosystems in parallel, not in series. Pattern recognition you cannot get at a single-market, single-product company.
• Stake in what we build. Competitive base, equity in the company, and the upside of being early to a B2B SaaS hitting its Series A plan. Our customers electrify transport faster because we exist; if that matters to you, it matters here.