EnergyHub

• Lead and extend Energy Hub’s core platform for managing distributed energy resources • Uncover insights from analytics, user research, and market research • Conduct research to identify customer needs and market gaps • Define, prioritize, build, document, and iterate on new product features • Respond to ongoing client data needs and requests • Partner closely with other product teams to deliver against key strategic priorities • Balance long-term bets with short-term improvements • Bring a fresh perspective to our team

Role Description Kapacity.io helps energy retailers unlock residential energy flexibility — making residential households active participants in a cleaner, more resilient power grid. Kapacity.io is EnergyHub's European expansion arm, with strong traction and a mandate to grow fast. This role exists to build the go to market strategy: develop the market, open the right doors, and create the motion that drives our next phase of growth. - Build the commercial motion. Create the process, structure, and repeatability success is built on — qualification frameworks, proposals, positioning, pricing input. The team will learn from how you work. - Develop the market. Identify and engage the right people at energy retailers across the Nordics, Germany, France, Benelux and the UK. Use the network you have, build the one you don't, and keep qualified opportunities moving forward. - Own the room. Lead executive-level conversations with senior buyer and technical audiences — in person, remote, and at industry conferences. Monthly travel is expected, both for events and customer visits. - Shape commercial strategy. You'll have direct input into how we go to market, not just execute on it. - Feed intelligence back. Stay close to policy, regulation, and competitor moves in your markets. What you hear shapes product and leadership decisions. - Prospect actively through conferences, direct outreach, and network development to find and engage the right people in energy retail and flexibility roles across Europe. Qualifications - A proven track record in commercial roles — business development, sales, or strategic accounts — in B2B or enterprise environments. You've built pipeline, not just worked one. - Experience selling SaaS or technology into regulated or complex buying environments. - Someone who can build a sales process, not just run one. Self-sufficient on proposals and presentations. - Genuinely social — you build trust quickly with senior stakeholders and thrive at conferences and industry events. - A clear, confident communicator across technical and commercial audiences. - Comfortable operating without structure and creating it where it doesn't exist. - English required. German, French, or Swedish is a meaningful advantage. Requirements - Familiarity with energy markets, demand flexibility, or distributed energy resources. - An existing network among energy retailers in the Nordics, Germany, or the UK. - Experience contributing to pricing, packaging, or market positioning decisions. Benefits - Join an agile, growth-minded team led by ex-YC founders, backed by EnergyHub’s 200+ multinational workforce. - We use Slack, Google, AWS, Zoom, and modern AI tools. - A fast-paced working environment with a lot of responsibility and independence. - Thrive with ample career development opportunities while making a global impact. - Enjoy a culture that prioritizes your daily well-being and work-life balance just as much as our social events. - Occupational healthcare provided in accordance with Finnish law. - Annual leave in accordance with the Finnish Annual Holidays Act. Company Description Kapacity.io is part of EnergyHub, the leading residential Virtual Power Plant company in North America. Prior to being acquired by EnergyHub in November 2024, Kapacity.io was backed by leading venture capital funds including Atlantic Labs, Nordic Makers, and Y Combinator. Kapacity.io is based in Helsinki, Finland, and EnergyHub in Brooklyn, New York. EnergyHub is an independent subsidiary of Alarm.com (Nasdaq: ALRM).

• Design and implement core platform features • Design and lead technical initiatives in React • Develop front end and back end solutions • Collaborate cross-functionally with product managers and stakeholders • Work within real-world constraints to develop creative solutions • Contribute to best practices for CI/CD, data modeling, and iterative development • Mentor and support other engineers

• Develop and improve accurate and robust energy forecasting models • Develop and improve control and optimization algorithms • Design, write, test, and deploy production-grade code for mission-critical forecasting and optimization products and related algorithms • Build and use tools and processes to monitor and assess the quality of operational forecasting and optimization models • Translate data from one of the largest distributed energy datasets in the electricity industry into actionable insights for electric utilities and other energy industry stakeholders • Provide guidance to other engineers and scientists regarding machine learning, forecasting and optimization methods • Present results clearly to internal and external stakeholders • Collaborate closely with stakeholders inside and outside of EnergyHub including Data Engineering, Client Success, Marketing, Sales, Product, and Market Development teams • Other duties as assigned

• Build and maintain integrations with industry-standard energy protocols and specifications, including OpenADR, IEEE 2030.5, and related smart grid/DER communication standards • Develop and maintain our client-facing REST API and the backend logic that powers it • Build integrations with distributed internal services to abstract away complexity and enable new product capabilities • Ensure proper security and data protection policies, procedures, and monitoring are in place • Collaborate with product and engineering to continuously improve requirements and software quality • Collaborate with other teams to enable new API features and help them build on top of utility client data • Update utility-facing Web portal to support new integrations • Drive and embody the “Dev Owns Quality” culture • Write and maintain technical documentation • Other duties as assigned

• Own success for your clients. Manage the Central Region’s P&L, drive ARR to exceed targets, implement account growth strategies, and serve as the primary escalation point for client issues. • Drive results and strategy. Collaborate with internal stakeholders to develop and execute strategic initiatives that drive growth and efficiency within the Central Region, lead cross-functional projects and initiatives to ensure alignment with overall company goals and objectives. • Ensure seamless program operations. Collaborate with Sales to implement new program structures, improve tools and processes, track renewals/upsells, and report on key utility program metrics. • Be a trusted advisor who ensures we meet your clients and your team’s goals. Help the team manage internal expectations as well as those of our clients. Spend time to understand client objectives and help the team guide clients through key decisions to design programs that support these targets. Support Product and Marketing in capturing the voice of the customer and market feedback. • Be an effective communicator. Work with your team to present key results, facilitate meetings, and deliver nuanced messages to clients. Maintain consistent communication with an array of stakeholders to ensure efficient program implementation across the portfolio, review ongoing needs, and provide timely solutions and recommendations to help achieve program success. Foster effective decision-making and operational excellence by building relationships and helping internal teams understand priorities and business context. • Be a product and service expert. Develop a comprehensive knowledge of demand management, the drivers of program success, and a deep understanding of the product to effectively communicate capabilities to clients and shape program design. Actively contribute to the refinement and development of new product features and service offerings. Support contract negotiations between EnergyHub and utility clients, SOW negotiations with partners and development for end-use customers. • Other duties as assigned.

• Revenue Lifecycle Exposure: Learn how leads move through the funnel—from first contact to closed deal and renewal—and help document or analyze parts of that journey. • Process Improvement Support: Assist with identifying inefficiencies or friction in sales and client success workflows and help propose or test improvements. • Deal & Pricing Support: Help prepare deal documentation, track approvals, and support the Revenue Operations team with deal desk coordination. • Reporting & Insights: Assist with building and maintaining dashboards and reports that help Sales and Client Success teams understand pipeline activity and performance. • CRM & Tools Support: Help maintain and update data in tools like Salesforce and HubSpot to ensure accuracy and consistency. • Data Quality Checks: Assist with data validation, cleanup projects, and documentation to improve data integrity across GTM systems. • Automation Assistance: Support small automation or workflow projects by documenting requirements, testing changes, or validating outputs. • Cross-Team Handoffs: Help ensure sales and client success data is organized and ready for Finance and Accounting handoffs. • Cross-Functional Exposure: Work closely with Revenue Operations, Sales, Client Success, Marketing, and Finance partners to understand how each team contributes to revenue. • Project-Based Learning: Take ownership of well-scoped projects with clear goals, timelines, and mentorship. • Operational Documentation: Help create or update process documentation, playbooks, and internal guides.

• Build and maintain sophisticated financial models to evaluate pricing • Partner with Product, Analytics, Product Marketing, and Market Development • Analyze utility tariff structures and regulatory filings • Define pricing structures for upcoming features and service lines • Act as the lead analyst for non-standard deals • Develop models to assess commercial risk in performance contracts • Analyze how individual proposals fit into the broader business • Conduct post-mortem analyses on existing contracts • Help maintain the standard price book and discounting logic • Identify ways to turn manual pricing spreadsheets into automated tools

• Manage day-to-day relationships with a portfolio of DER partners. • Manage partner-related work streams using project management software; proactively identify and resolve technical or operational performance issues and escalate key items to the senior business development team. • Coordinate with EnergyHub’s Client Success, Marketing, Sales, Customer Support, Engineering, and Product teams to ensure that each partner is meeting the business and technical objectives of EnergyHub and its clients. • Identify potential new DER partners and onboard those partners onto our software platform and partner management ecosystem, including negotiating pricing and contract terms with new partners, operational onboarding, and technical integration. • Advocate with partners on behalf of EnergyHub and our utility clients for product and business process improvements, and re-negotiate contract terms as necessary. • Assist the accounting team in managing the monthly partner invoicing process. • Support the Sales team by providing pre-sales technical and business consultation regarding partner capabilities. • Research market opportunities and leading industry vendors to help identify potential new partners in our ecosystem, and help develop the business case for integrating those partners’ devices with our platform. • Develop relationships with new potential partners via networking and attendance at industry events. • Willing to travel periodically.

• You'll own one of the following projects end-to-end, with mentorship and support from the Solutions Engineering team: • Map our current contracting process from start to finish, identifying stakeholders, dependencies, and critical-path bottlenecks • Design and configure a project management process to track and manage our contracts portfolio across the team • Develop project plan templates, tracking dashboards, and visibility tools that eliminate the need for a purpose-built coordination role • Drive measurable improvements in cycle time, visibility, and cross-functional efficiency • Collaborate with and receive mentorship from solutions engineers • Work in an agile environment, deepening your understanding of how to translate cross-functional needs into excellent processes and tools • Present your work and recommendations to commercial leadership at the end of the internship