Senior Customer Success Manager, EMEA

Sofar Ocean is a ocean intelligence company that operates the largest privately-owned ocean sensor network in the world, delivering real-time data and analytics to maritime, government, defense, and research customers. Their two core platforms are Spotter, a global network of solar-powered buoys and sensing devices that measure waves, wind, weather, sound, currents, temperature, water quality, and water level, and Wayfinder, a voyage optimization software that helps shipping operators reduce fuel consumption and emissions by recommending optimal routes, speeds, and schedules based on live maritime weather data and vessel performance models. The company generates over 1.5 million real-time ocean observations per day from more than 2,500 deployed Spotters worldwide, providing ground-truth data trusted by NOAA, the U.S. Navy, and major commercial shipping fleets. Sofar Ocean's mission is centered on building a comprehensive data layer for the ocean to improve safety, efficiency, and environmental stewardship across maritime industries. Their Wayfinder platform delivers an average fuel reduction of 4 to 8 percent per voyage, directly translating into lower greenhouse gas emissions for commercial shipping, one of the world's largest industrial carbon emitters. By combining proprietary sensor infrastructure with advanced weather modeling, Sofar claims forecasts that are 50 percent more accurate than traditional models, enabling better preparation for extreme weather events and protection of maritime assets. What distinguishes Sofar Ocean is its vertically integrated approach: the company owns and operates its own sensor network, runs its own intelligence models, and delivers end-to-end solutions from raw ocean data collection to actionable voyage guidance. This positions them uniquely at the intersection of climate resilience, maritime efficiency, and ocean science, serving a diverse customer base that includes shipping companies, governments, coral reef researchers, and defense agencies seeking live, hyperlocal ocean intelligence at a global scale.

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.