Business Development Manager, Managed 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: COO and operations team, CTO and product/engineering, CRO and sales team, customers across our three focus segments

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. Today most of them buy our platform and operate it with their own teams. We just closed our Series A and are now adding a second way to buy from us: managed services.

How we think about managed services

We are turning the eMabler platform into a service. Customers should be able to launch and run a charging business without standing up an operations team for it. We still provide the software, and we also run the operation behind it: monitoring, incident response, charger fleet management, energy and tariff management, settlement, and reporting. The customer keeps the customer relationship, end-user support, and the brand. We keep the operation working.

Internally we call this Services as a Software. SaaS sells access to a tool. We sell the outcome and use the software to deliver it.

This shift changes three things about the commercial model. We stop selling platform access and start selling the outcome: live working chargers, satisfied end users, charging revenue collected, energy cost managed. We price for what the customer gets, less per-charger software fee and more outcome-linked pricing through revenue share, per-session, per active charger, SLA-tier subscription, or a hybrid. And the buyer shifts from IT and digital towards operations and finance. They are buying a service that replaces a hire plan, not a tool that requires one.

Customers still integrate eMabler with their core systems (ERP, billing, CRM, loyalty, energy management) and keep ownership of the data and the brand. What they offload is the operational burden.

Why this role exists

We need someone to build the managed services line. That means defining the proposition, packaging the service, designing the pricing, selling the first set of customers, and feeding everything we learn back into product and operations. This role sits in the gap that opens up when a software company starts selling outcomes for the first time. It is a commercial role, but most of the work in the first 12 months is building the offer rather than running a quota.

What you will own

• Define the managed services proposition. What we run, what the customer keeps, where the boundary sits. Build per-segment versions so an energy company, a retailer, and a parking operator each see an offer that fits how they actually run their business.

• Design the pricing and commercial models. Build the menu of options (SLA-tier subscription, per active charger, per session, revenue share, hybrid) and pressure-test each one against unit economics with the COO and CRO.

• Sell the first 5 to 10 reference customers personally. You are the senior commercial owner of these deals. Each one is partly a sale and partly a co-design exercise.

• Build the sales motion. Move what works from your own deals into a documented playbook so the rest of the AE team can sell managed services without you in the room.

• Run the internal alignment. Managed services lives between COO (operations), CTO (product), and CRO (sales). You make the trade-offs concrete and bring them to the leadership team when they need a decision.

• Own the customer business case. Show prospects how managed services compares to building and running their own operations team, in numbers they recognise from their own P&L.

• Feed product and operations. Every deal you close generates requirements. Translate them into a roadmap for the COO’s delivery org and the CTO’s product org.

What success looks like

First 90 days: You have met every customer that already asks us to do operational work for them, mapped where existing platform-only deals are running into operational pain, and produced a written 12-month managed services plan with the CRO, COO, and CTO co-signing.

By month 9: A documented managed services proposition exists, with at least two pricing models live in commercial conversations. Three reference customers are signed and onboarded. We can quote a managed services deal in under a week without a custom proposal cycle each time.

By month 18: Managed services is a named line in our commercial plan with measurable ARR contribution and a published gross margin. The sales team can run managed services deals without your direct involvement on every one. We have at least one public reference customer and one written case study showing operational headcount avoided and outcomes delivered.

Who you are

• You have built and sold a managed service before. Track record of moving a software product into a managed offering, or selling outcomes inside a services-led business that ran behind software. You know how the gross margins work and where the operational risks hide.

• Commercially fluent in non-traditional pricing. You can structure revenue share, per-outcome, hybrid, and SLA-tier deals, and you know which model fits which customer profile. You can read a unit economics model and challenge it.

• You sell to operations and finance, not just IT. Comfortable in the room with a COO, CFO, or operations director. You can run a TCO and headcount-avoidance conversation without leaning on a slide deck to do the work for you.

• Comfortable in the in-between. This role lives between sales, product, and operations. If you need a clean reporting line and a single boss to be productive, this role will not fit.

• You write well and structure thinking clearly. Half of building a managed services line is documents that did not exist before: pricing menus, SLA tiers, customer business cases, internal playbooks.

• A career in B2B SaaS, services, or both. The exact mix matters less than having shipped real outcomes for real customers and learned the difference between selling software and being responsible for what the software does.

• 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

• Background in EV charging operations, EVSE management, or charge point operator services.

• Experience packaging and selling managed services in adjacent infrastructure spaces: telecom managed services, payments-as-a-service, energy services, IoT operations.

• Operator network among COOs and operations leaders at energy retailers, retail chains, or parking operators.

• Experience taking a service offer through to a published case study with hard outcome numbers.

What you get from this role

• A category that is finally moving. EV charging in Europe is becoming operational, not theoretical. Customers who used to want to operate everything themselves are increasingly asking us to run parts of it for them. You are the person we trust to define what that looks like.

• A new line of business to build, not inherit. You set the proposition, the pricing, the packaging, and the first customers. The shape of managed services at eMabler in three years will be largely the shape you give it now.

• A blend of commercial and product work. Most BD roles are pure deal-closing. This one is closer to a founder seat for one service line: you are selling, defining the offer, and feeding everything you learn back into how we build and operate it.

• International work, day to day. Customers and partners across DACH, Nordics, UK, and Benelux. 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 operational conversation with you.

• 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.

How to apply

Apply via the application form below. Include a CV and a short note (max 300 words) explaining one managed service or outcome-based offer you have helped take from concept to live customer use, what you got right, and what you would do differently. We read every application and reply within two weeks.

Apply Here

Fill in your details, select the role, upload your CV, and tell us in 300 words or less why you're the right fit for this role.