Business Development Manager - Bulgaria

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 someone to help introduce Capalo AI and Capalo Zeus VPP™ to new customers in Bulgaria. In this role, you will build relationships, learn what matters to each prospective customer and help them understand how our technology can support their business.

You will guide customers throughout the commercial journey from the first conversation to a signed agreement while helping Capalo AI build a strong and trusted presence in the Bulgarian market.

What You'll Do

• Identify promising business opportunities and potential customers in Bulgaria.

• Build genuine, long-term relationships with prospective customers through proactive and thoughtful outreach.

• Learn about each customer’s business, priorities and challenges.

• Explain how Capalo Zeus VPP™ can create value based on the customer’s specific needs.

• Guide customers through the sales process, from the first conversation to commercial discussions, negotiation and contract execution.

• Respond to inbound enquiries and help prospective customers find the information and solutions they need.

• Maintain accurate customer and pipeline information in the CRM and keep the wider team informed about progress.

• Build your knowledge of Capalo Zeus VPP™, energy markets and industry developments so you can advise customers with confidence.

What You'll Bring

Must-haves

• Interest in the energy sector.

• A sales-first mindset and confidence managing customer conversations and commercial negotiations from beginning to end.

• 1–3 years of experience developing new business and building customer relationships in a B2B environment.

• The ability to understand customer needs and translate them into relevant commercial solutions.

• A structured and reliable approach to following up with customers and managing a sales pipeline.

• Tech-savvy and at ease with modern software, cloud tools and AI.

• Willingness to travel. The role involves attending energy events across Bulgaria and occasionally visiting our office in Helsinki, Finland.

• Fluency in Bulgarian and English.

Nice-to-haves

• Knowledge of or connections within energy markets, battery storage, renewable energy or virtual power plants, particularly in Bulgaria.

• Experience working with software, SaaS or other technical solutions.

• A genuine interest in startups and technology.

Why Capalo?

• Work on technology that is accelerating the transition to renewable energy.

• Join a fast-growing company at the intersection of AI and energy markets.

• Work with a highly collaborative and mission-driven team.

• Take meaningful ownership of customer relationships and help shape Capalo AI’s growth in Bulgaria.

What to Expect

Location: Sofia City - Bulgaria
Recruitment process: First interview → Take-home assignment → Technical interview → Meet the CEO

How to Apply

If this role sounds interesting and Capalo AI’s mission resonates with you, we would love to hear from you. Send us your CV through our recruitment portal, and we’ll be in touch.

We review applications on a rolling basis and warmly welcome applicants from all backgrounds.