Business Development Manager - New and Emerging Markets

Capalo AI Oy; Finland; On-site; EUR 60,000 - 100,000; Full time

Job summary

Capalo AI is seeking a Business Development Manager to expand our presence in new markets, starting from Helsinki, Finland or Bucharest, Romania. You will own the sales cycle from identifying opportunities to closing agreements, engaging with potential customers and shaping how Capalo Zeus VPP is positioned in each market.

You will travel frequently, develop long-term relationships, and deliver value by understanding customer needs and presenting tailored solutions.

Qualifications

• 3+ years of experience in B2B sales, business development or a similar customer-facing commercial role.
• A proactive, sales-driven mindset and the confidence to approach new customers, develop opportunities and negotiate commercial agreements.
• The ability to understand customer needs and turn them into relevant commercial solutions.
• A structured approach to managing a sales pipeline, following up with customers and moving opportunities forward.
• An interest in the energy sector and the motivation to develop your knowledge of electricity markets and energy storage.
• Confidence working with customers across different markets, business environments and cultures.
• Comfort using modern software, cloud-based tools and AI in your daily work.
• Willingness to travel frequently to meet customers and attend industry events.
• Fluency in English.

Responsibilities

• Research new markets, identify potential customers and develop new business opportunities.
• Proactively reach out to prospective customers, initiate commercial discussions and build long-term relationships.
• Understand each customer's business, priorities and challenges to identify where Capalo Zeus VPP can create value.
• Present our technology and commercial offering in a way that is relevant to each customer's needs.
• Manage the full sales cycle, from initial outreach and customer meetings to commercial negotiations and signed agreements.
• Respond to inbound enquiries and turn relevant interest into commercial opportunities.
• Gather market and customer insights to help shape Capalo AI's approach to entering and growing in new markets.
• Maintain an organized sales pipeline, keep CRM information up to date and communicate progress with the wider team.
• Develop a strong understanding of Capalo Zeus VPP, electricity markets and industry developments to engage confidently with customers.

Skills

B2B sales

sales pipeline management

customer needs analysis

CRM tools

market research

English fluency

travel readiness

Tools

CRM systems

SaaS platforms

Job description

About Capalo AI

At Capalo AI, we are accelerating the green energy transition by maximizing the value of large-scale energy storage systems through artificial intelligence and optimization. Our platform, Capalo Zeus VPP, operates battery energy storage systems as a virtual power plant, helping asset owners generate higher revenues while supporting a more resilient and sustainable energy grid.

The Role

We are looking for a Business Development Manager to help expand Capalo AI into new and emerging markets.

In this role, you will identify new business opportunities, build relationships with potential customers and introduce Capalo Zeus VPP to markets where we are looking to establish and grow our presence.

You will take ownership of the sales process, from identifying and approaching potential customers to understanding their needs, developing commercial opportunities and closing agreements.

As one of the first people developing business in these markets, you will also help us understand the local market landscape, identify where the strongest opportunities lie and contribute to how Capalo AI approaches each new market.

What You'll Do

• Research new markets, identify potential customers and develop new business opportunities.
• Proactively reach out to prospective customers, initiate commercial discussions and build long-term relationships.
• Understand each customer's business, priorities and challenges to identify where Capalo Zeus VPP can create value.
• Present our technology and commercial offering in a way that is relevant to each customer's needs.
• Manage the full sales cycle, from initial outreach and customer meetings to commercial negotiations and signed agreements.
• Respond to inbound enquiries and turn relevant interest into commercial opportunities.
• Gather market and customer insights to help shape Capalo AI's approach to entering and growing in new markets.
• Maintain an organized sales pipeline, keep CRM information up to date and communicate progress with the wider team.
• Develop a strong understanding of Capalo Zeus VPP, electricity markets and industry developments to engage confidently with customers.

What You'll Bring

Must-haves

• 3+ years of experience in B2B sales, business development or a similar customer-facing commercial role.
• A proactive, sales-driven mindset and the confidence to approach new customers, develop opportunities and negotiate commercial agreements.
• The ability to understand customer needs and turn them into relevant commercial solutions.
• A structured approach to managing a sales pipeline, following up with customers and moving opportunities forward.
• An interest in the energy sector and the motivation to develop your knowledge of electricity markets and energy storage.
• Confidence working with customers across different markets, business environments and cultures.
• Comfort using modern software, cloud-based tools and AI in your daily work.
• Willingness to travel frequently to meet customers and attend industry events.
• Fluency in English.

Nice-to-haves

• Experience entering new markets or building a customer base from the ground up.
• Knowledge of or connections within electricity markets, battery storage, renewable energy or virtual power plants.
• Experience selling software, SaaS or other technical solutions.
• Additional language skills.
• Experience working in a startup or a fast-growing technology company.

Why Capalo?

• Work on technology that is accelerating the transition to renewable energy.
• Join a growing company at the intersection of AI, technology and electricity markets.
• Take ownership of developing business in new markets, with the opportunity to see the results of your work directly.
• Work closely with experienced colleagues across sales, energy markets and technology.
• Help shape Capalo AI's commercial presence as we expand into new markets.

What to Expect

Location: Helsinki, Finland or Bucharest, Romania

Recruitment process: First interview, Take-home assignment, Technical interview, Meet the CEO

Capalo AI is an equal opportunity employer. We welcome applicants of every background and are committed to building an inclusive team where people can do their best work.