Country Manager - Danish Market

Ento brings AI-native automation to energy and facility managers. With one of the largest networks of buildings and real documented savings, we have a unique opportunity to bring energy management into the AI era at unprecedented speed and scale. Ento works with organisations across Europe, including municipalities, retail chains, social housing providers, and asset and property managers. Our customers range from large municipalities and some of Europe's largest cities to international retail chains and real estate portfolios in Denmark, Italy, France and the UK. Over 55,000 buildings is currently monitored by Ento, helping customers save more than 25,000 tons of CO₂. Our team consists of experienced energy engineers, builders and operators across 4 countries, with offices in Aarhus and Copenhagen, Denmark, and Barcelona, Spain. We work in a hybrid setup where some of us are in the office regularly, others join occasionally, and some work fully remote across Europe. We come together in person when it adds value, but our day-to-day way of working is built on trust rather than strict rules, giving everyone a high degree of autonomy. In return, we expect ownership, accountability, and intrinsic motivation.

THIS ROLE

We are looking for a Country Manager to own the Danish market and help the country's largest building owners reduce their energy consumption the smart way. You will have an exceptional understanding of their needs and how our AI-driven energy optimisation software can help them cut operational costs and save CO₂. Denmark is our home market and our most established one. We have a high market penetration and high growth: more than one third of all Danish municipalities run on Ento, alongside some of the largest retail chains, housing organisations and the largest investment property portfolios. Your role will be to partner closely with our co-founder and CCO, alongside our Head of Sales, to co-lead the Danish market. Through this collaboration, you will continue driving growth with the Danish team while also enabling them to support our new markets (Italy, France, Spain and the UK - led by their respective country managers). With this role you get both halves of a rare deal: an already successful market and real ownership of where it goes next. We are experiencing high growth (doubled in the <12 months) and we work with highly skilled clients where our tool is their primary working tool. We are also building new agents and sustainability features into the product that require new or adapted commercial strategies. You will not just execute a motion someone else designed. You will decide which segments we go after in Denmark, how we win them, and what our commercial approach should look like as the product changes underneath us. We need a mix of sales and technical expertise. More than just a sales driver, but a trusted advisor who will analyse customer problems and show them the value of Ento. You should thrive in B2B sales and long-term partnership development, but also have a sound understanding of the challenges building owners face when optimising energy consumption today, and how intelligent use of energy consumption data can change this. We are open on where that combination comes from. You might be an energy engineer or energy consultant who has always been more drawn to winning customers and building a business than to producing another report. Or you might be a former founder or startup leader who knows the energy space well and wants a market to run. Either path works. What matters is the mix of entrepreneurial drive and genuine domain knowledge. You will not carry the customer alone. We have a Customer Success Manager as well as data integration and onboarding support in the team who help get new customers integrated, onboarded and delivering savings. But this is not a hands-off role. You stay close to delivery and you own the prioritisation: which data integrations get built first, which onboardings happen first, and which customer needs to see savings before the next conversation. You are expected to get your hands dirty. Digging into meter data, chasing down a missing data source, or sitting with a customer's technical team to get the first savings on the board. As the market grows, you build the local commercial team around you.

RESPONSIBILITIES

• Own the Danish market: pipeline, revenue, key accounts and go-to-market priorities
• Shape the commercial strategy for Denmark: which segments we prioritise, how we position new products, and what our playbook should be as the product evolves
• Engage new customers through email, phone, physical meetings, webinars and conferences, including the new segments we are opening up in Denmark
• Act as a technical consultant for customers, helping them analyse their buildings and generate their first energy savings
• Own the prioritisation of data integrations and customer onboardings together with our integration, onboarding and Customer Success team
• Create and deliver compelling sales presentations and proposals
• Prepare and submit bids in public tendering processes
• Negotiate and close complex deals
• Grow and expand key accounts, turning first sites into portfolio-wide rollouts
• Manage and track the sales pipeline and overall performance
• Collaborate closely with the global sales team on sales and business development
• Collaborate with other departments, such as marketing and product, to support the overall sales strategy and business goals
• Hire and lead the Danish commercial team as we scale

REQUIREMENTS

• Strong knowledge of the building and energy space, from either of two directions: a technical degree in energy, electrical or building environment engineering and hands-on experience in energy management, or a track record as a founder or startup leader who has worked closely with buildings and energy
• Experience in technical/B2B sales with the ability to communicate complex solutions, or a similar customer-facing role
• Entrepreneurial drive: you set your own agenda, create your own pipeline, and do not wait for a playbook to be handed to you. Previous experience as an entrepreneur or startup leader is a strong plus
• Willingness to get hands-on with customer data and delivery when that is what moves a deal forward
• Strong drive to change the "status quo" in the building and energy management industry
• Excellent problem-solving and analytical skills
• Strong negotiation and relationship-building skills
• Ability to work independently and as part of a remote team
• Fluent Danish and professional English, spoken and written
• Based in Denmark, and willing to travel as needed for customer visits, fairs, and bi-annual company retreats
• Preferably, experience within enterprise software and/or energy management for commercial buildings
• Preferably, experience with public tendering processes, including preparing and submitting bids, and working with public clients and/or retail clients

HOW WE WORK

• Pragmatic: Our job is to solve problems, not reinvent the wheel
• Hands-on and action-biased: We move fast, stay close to our customers, and measure ourselves on their success
• Biased towards impact: When in doubt, we go for the largest potential impact
• Modern tools: We use AI and LLM tools extensively where they make sense, and take full responsibility for what we ship
• High trust: We assume good intent and trust people to take responsibility for their work. We make decisions with imperfect information and move on
• Work/life fit: We care about work/life fit and want Ento to be a place where both work and life go well
• Low process: We value candid feedback, high standards, and practical collaboration over heavy processes. Async by default, with lightweight weekly check-ins to stay aligned

WHY JOIN ENTO

• Meaningful impact: Sell software that solves real-world problems, reduces global energy waste, and drives verifiable CO₂ savings
• The best of both worlds: An established market with real references, documented savings and growing ARR, combined with high ownership over how we grow it from here – including the strategic calls
• Work at the front of AI and energy: Generative AI, agents and applied energy technology are part of the daily job, not a side project. You will be among the small share of people who genuinely get to use AI to its full extent at work
• Competitive compensation: Attractive salary, commission and company equity, plus 25 vacation days to support your work-life fit
• True flexibility: Based in Denmark, and free to work from our Aarhus or Copenhagen offices, from home, or from wherever your customers are
• Great culture & connection: Enjoy a high-trust, low ego and low process environment, plus regular company retreats across Europe to build relationships, collaborate, and have fun

If you want to play a central role in the roll-out of our AI-first energy optimisation platform and drive unprecedented speed and scale in the transition to sustainable energy consumption, please apply!