The Company
Sofar is the leading ocean intelligence platform. We've built the world's largest real-time ocean sensor network, turning billions of measurements into insights trusted by scientists, governments, and the maritime industry alike. Our data helps customers increase efficiency and reduce emissions — and our goal is to create the ocean intelligence needed to ensure a sustainable future for the planet we call home.
Our Wayfinder product runs on board the largest shipping vessels in the world, providing critical voyage optimization and real-time decision support for sea captains and shoreside operations teams. Wayfinder uses Sofar's proprietary marine weather forecasts — powered by our global Spotter sensor network — alongside accurate vessel performance models to deliver measurable fuel savings, emissions reductions, and CII compliance outcomes.
The Role
As Senior Customer Success Manager, EMEA you will be the primary relationship owner for Sofar Wayfinder customers across the EMEA region — one of our fastest-growing and most strategically important markets while also being the most regulated market and the one where the commercial case for voyage optimization is sharpest. You'll partner closely with fleet operators, technical and commercial shoreside teams, and vessel crews to drive adoption, deliver measurable value, and build the kind of long-term partnerships that anchor Sofar's expansion in the region.
This is a high-impact, high-visibility role. You'll be the connective tissue between Sofar's global Customer Success practice and a market that is redefining how shipping companies approach voyage efficiency and sustainability. You will be based in Copenhagen and work alongside our EMEA sales team, our product and data science teams, and our 24/7 routing operation. This is a senior individual contributor role with a high degree of autonomy. You will own your portfolio end to end, set the approach for how to serve your accounts in the region, and be expected to drive it without close supervision.
What You'll Own
The full customer lifecycle for Wayfinder accounts across EMEA, from onboarding and fleet activation through renewal and expansion.
Commercial outcomes for your portfolio: measured fuel and cost savings per voyage, adoption across the contracted fleet, and vessel-count growth within existing accounts.
Regular performance reviews with owners, operators, and charterers, evidencing delivered savings and translating them into the next expansion conversation.
Portfolio health, identifying risk early and resolving it with urgency across both shoreside and technical stakeholders.
Renewal and expansion conversations in partnership with the EMEA sales team.
The voice of the customer, synthesizing feedback into a clear input to product roadmap and go-to-market decisions.
Represent Sofar at maritime industry events across EMEA, in hubs including Copenhagen, Hamburg, Athens, Oslo, London, Rotterdam, and Geneva.
What We're Looking For
Required
6+ years in customer success, account management, or commercial roles in B2B SaaS or maritime technology.
Demonstrated ownership of an enterprise or mid-market portfolio, including renewal and expansion revenue.
Credibility with a commercial maritime audience: comfortable with charter party terms, voyage economics, and the difference between an owner's, an operator's, and a charterer's incentives.
Track record of converting product capability into evidenced financial outcomes for a customer, and of holding that conversation with a CFO or Head of Operations.
Ability to operate autonomously, set your own priorities, and work across time zones in a distributed team without close direction.
Excellent communicator in English, across levels from Master and vessel crew to C-suite, and across the cultures of a region that runs from Athens to Oslo to Dubai.
Based in Copenhagen, with existing right to work in the EU and willingness to travel across EMEA. Relocation from within the EU is considered; visa sponsorship is not available.
Nice to Have
Direct experience with voyage optimization, weather routing, or vessel performance management.
Working knowledge of maritime decarbonization regulation, in particular EU ETS, FuelEU Maritime, and CII, and how compliance cost lands commercially.
Experience carrying a technical product in a customer-facing role, including working with data and API-level integration questions.
Additional European language proficiency, for example Danish, German, Greek, or Norwegian.
Passion for the ocean and a genuine connection to Sofar's mission.
Skills Required
- 6+ years of experience in customer success, account management, or commercial roles in B2B SaaS or maritime technology
- Experience owning an enterprise or mid-market portfolio, including renewal and expansion revenue
- Commercial maritime knowledge, including charter party terms, voyage economics, and owner, operator, and charterer incentives
- Track record of translating product capabilities into measurable financial outcomes and presenting results to CFOs or Heads of Operations
- Ability to work autonomously, prioritize independently, and collaborate across time zones in a distributed team
- Excellent English communication skills across vessel crew, operational teams, and C-suite stakeholders
- Based in Copenhagen or willing to relocate from within the EU
- Existing right to work in the EU
- Willingness to travel across EMEA
- Direct experience with voyage optimization, weather routing, or vessel performance management
- Knowledge of maritime decarbonization regulations, including EU ETS, FuelEU Maritime, and CII
- Experience supporting technical products, data integrations, or API-level integration questions
- Additional European language proficiency, such as Danish, German, Greek, or Norwegian
- Passion for the ocean and connection to the company mission
What We Do
Sofar connects the world's oceans to power a more sustainable future. Sofar unlocks ocean data at scale. We deployed hundreds of Spotters globally to create the world’s largest privately-owned network of ocean sensors that collects 1.5 million real-time observations daily. Our team of ocean scientists assimilates this real-time data into our marine weather forecasts, which are up to 50% more accurate than traditional models. In maritime shipping, we use these high-accuracy forecasts and vessel performance models to provide optimized guidance and save ships time, fuel, and emissions. We also equip researchers, operators, and innovators with our devices and data to power marine research and sustainable commercial solutions. Customers access data from our global sensor network and deploy our extensible Spotter platform to collect real-time surface and subsurface observations. Sofar’s team of engineers, ocean scientists, and business professionals is based in San Francisco, California.
