Account Manager, Sr. in Hamburg

About vilisto Gmb H vilisto Gmb H is a Hamburg-based climate technology company developing intelligent thermostats with hydraulic balancing for non-residential buildings.

Founded in 2016, vilisto's solutions help customers reduce energy consumption and CO₂ emissions by up to 32%, contributing to more efficient buildings and the broader transition toward sustainable energy.

More than 350 companies and public-sector organizations already rely on vilisto's solutions.

The company is growing its sales organization and is looking for a senior commercial professional who can help scale customer relationships, revenue, and market impact.

About the Role vilisto is seeking a Senior (Key) Account Manager to take ownership of a high-potential sales territory and manage opportunities that directly contribute to both business growth and the energy transition.

You will combine Key Account Management, Business Development, consultative B2B/B2G sales, and strategic account development.

Working closely with Marketing, Customer Success, Operations, and executive leadership, you will identify high-value opportunities, build strong customer relationships, manage complex sales cycles, and close strategic deals.

This role offers significant autonomy, clear targets, and the opportunity to directly influence the company's growth strategy.

Key Responsibilities

• Key Account Management
• Build and maintain strong, long-term relationships with existing customers.
• Identify and develop upselling and expansion opportunities.
• Strategically grow existing accounts into high-value Key Accounts.
• Understand customer needs and develop solutions that create measurable value.
• Maintain strong customer relationships throughout the entire sales lifecycle.
• Business Development & New Business
• Own a high-potential sales territory and develop its commercial potential.
• Identify strategic prospects through networking, market knowledge, research, and data-driven prioritization.
• Generate and qualify new business opportunities.
• Maintain a high-quality sales funnel and prioritize the most promising opportunities.
• Convert new customers into long-term strategic accounts.
• Sales Process & Deal Management
• Own the complete sales process from lead generation through contract signature.
• Manage a sales funnel containing 50+ active opportunities.
• Use CRM data to prioritize opportunities and focus time on the highest-value deals.
• Conduct discovery conversations and qualify prospects using structured methodologies.
• Present vilisto's solutions confidently in both remote and onsite meetings.
• Handle objections and guide prospects toward appropriate solutions.
• Prepare compelling proposals and commercial offers.
• Coordinate internal and external stakeholders throughout the sales process.
• Lead contract and pricing negotiations.
• Drive opportunities efficiently toward successful closure.
• Maintain a consistent deal flow and work toward shorter sales cycles.
• Representation & Networking
• Represent vilisto at trade fairs, industry events, and professional networking opportunities.
• Build and expand a strong professional network.
• Increase vilisto's visibility and market presence.
• Develop relationships with decision-makers and relevant industry stakeholders.
• Required Qualifications
• 5+ years of professional experience in B2B or B2G sales.
• Demonstrated success managing complex sales processes and closing deals.
• Experience managing a substantial sales pipeline with multiple active opportunities.
• Strong knowledge of structured lead qualification frameworks, such as BANT, MEDDIC, or comparable methodologies.
• Experience with multi-channel outreach strategies.
• Strong understanding of CRM best practices and structured pipeline management.
• Excellent negotiation and closing skills.
• Strong strategic thinking and commercial judgment.
• Ability to understand customer requirements and translate them into effective solutions.
• Excellent verbal and written communication skills.
• Strong active listening and consultative selling abilities.
• High level of empathy and ability to build trusted customer relationships.
• Strong organizational and time-management skills.
• Ability to work independently and take ownership of sales outcomes.
• Strong teamwork and cross-functional collaboration skills.
• Confident working with CRM systems, AI tools, and Microsoft Office.
• Willingness to quickly develop expertise in energy management.
• Professional fluency in German and strong communication skills for the German market.
• Preferred Qualifications
• Experience in energy management, climate technology, building technology, or sustainability.
• Experience selling technical products or solutions.
• Existing network within commercial real estate, facility management, energy management, or public-sector organizations.
• Experience with complex B2B or B2G procurement processes.
• Demonstrated success in strategic Key Account Management.
• Experience working in a fast-growing technology or climate-tech company.
• Familiarity with data-driven sales operations and modern AI-supported sales tools.
• Core Competencies
• Strategic Account Management
• Business Development
• B2B Sales
• B2G Sales
• Consultative Selling
• Territory Management
• Lead Generation
• Lead Qualification
• BANT / MEDDIC
• Multi-Channel Outreach
• CRM Management
• Pipeline Management
• Contract Negotiation
• Pricing Negotiation
• Deal Closing
• Customer Relationship Management
• Stakeholder Management
• Energy Management
• Climate Technology
• What vilisto Offers
• Uncapped Performance Bonus
• Performance-based uncapped bonus linked to clear and ambitious sales objectives.
• High Impact & Ownership
• Take a key role in scaling vilisto's growth.
• Significant autonomy and decision-making responsibility.
• Opportunity to shape the company's sales strategy and processes.
• Potential for your role to grow toward greater strategic responsibility, industry expertise, or team leadership.
• Flexible Working
• Flexible working-time models.
• Options for full-time or part-time employment.
• Ability to work up to 80% remotely.
• Freedom regarding when and where you work, while maintaining a strong focus on results.
• Time Off & Wellbeing
• 30 days of paid vacation.
• Wellpass membership for approximately €18 per month, providing access to more than 7,500 sports and wellness partners across Germany.
• Regular team events and a company Summer Camp.
• Mobility & Family Support
• Deutschlandticket provided to employees to support sustainable mobility.
• vilisto covers 50% of eligible childcare costs up to €100 per month per child.

Why Join vilisto?

This is an opportunity to combine commercial leadership with meaningful environmental impact.

As a Senior (Key) Account Manager, your work will directly contribute to scaling technologies that reduce energy consumption and CO₂ emissions in non-residential buildings.

You'll have the autonomy to shape your territory, develop strategic customer relationships, close high-value deals, and contribute to the wider energy transition.

Equal Opportunity Statement vilisto Gmb H welcomes applications from people of all gender identities, nationalities, ethnic backgrounds, social backgrounds, religious beliefs, physical and mental abilities, age groups, and sexual orientations.

The company is committed to an inclusive, respectful, and diverse working environment where everyone has the opportunity to contribute and succeed.

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