The Route to Networking Podcast: From Competitive Swimming to Sales Leadership with Florian Kritzler

In this episode of The Route to Networking Podcast, host Ben Davies sits down with Florian Kritzler, Head of Sales Germany at nLighten, to explore his unique career journey, from training as a top-level competitive swimmer to leading sales in one of Europe’s most innovative edge data centre companies.

From the Pool to the Sales Floor

Florian’s professional path wasn’t a straight line into sales. In fact, growing up, he never imagined it. He laughs that his parents disliked salespeople and managers, warning him against both professions. “And now,” he jokes, “I’ve become both.”

Through a dual study programme at Deutsche Telekom, Florian rotated across departments and discovered how business really works. After graduating, he cautiously stepped into a sales support role, a position that allowed him to observe without the pressure of being a full account manager.

What he found surprised him: sales weren’t about pushing products people didn’t need, but about building trust, solving problems, and creating value. This realisation reshaped his career trajectory.

Lessons from Competitive Swimming

For Florian, swimming wasn’t just a sport, it was a lifestyle. Training up to 12 times per week, he developed a level of discipline and resilience that became second nature.

He explains that in competitive sport:

• Discipline is non-negotiable: Skipping training or cutting corners simply isn’t an option if you want results.
• Resilience is forged in defeat: “You lose more than you win in sport. Learning to bounce back quickly is essential, and it’s the same in sales.”
• Feedback is fuel: Athletes receive constant, often blunt feedback. Florian learned not to take it personally, but to see it as an opportunity to improve,  a mindset he now encourages in his team.

That sporting curiosity, always analysing technique, seeking marginal gains, testing new routines - carried over to his career. Early on, he admits he probably annoyed colleagues with constant questions. But that persistence, he says, is what allowed him to quickly get up to speed and win credibility with customers.

Building a Career in Sales

In his early sales roles, Florian was struck by how much preparation goes into every client meeting. At first, he was shocked to see colleagues investing six hours of research for a one-hour conversation. But he quickly realised that being the trusted advisor requires deep preparation, knowledge, and insight — far beyond what’s available in public brochures.

When he later moved into the data centre industry with nLighten, Florian had another wake-up call. Despite years of experience, he found himself back at square one. The technology, the market, and even the customer expectations were different from those at Deutsche Telekom. “I realised just how much I still had to learn,” he recalls.

This humility, combined with relentless curiosity, enabled him to adapt quickly. He relied on mentors, colleagues, and customers, demonstrating that growth results from asking questions and being open to listening.

Leading at nLighten

Now as Head of Sales Germany, Florian’s focus has shifted. Instead of only chasing deals himself, his priority is supporting and developing his team. He describes his role as balancing two responsibilities:

1. Staying close to customers to understand their needs in edge infrastructure, connectivity, and sustainability.
2. Staying close to his team, ensuring they have the tools, onboarding, and coaching needed to succeed.

He values nLighten’s culture of support, explaining that his own onboarding experience — where colleagues invested real time in teaching him — inspired him to create the same environment for new hires.

Edge Data Centres & Sustainability

One of nLighten’s biggest differentiators is its network of 34 edge data centres across Europe. These aren’t just located in major hubs like Frankfurt, Paris, and London, but also in regional cities like Liverpool, Geneva, and Leipzig. This proximity reduces latency, improves performance, and supports data sovereignty.

But what excites Florian most is nLighten’s commitment to sustainability. With the rise of AI and cloud computing, energy demand is skyrocketing. nLighten tackles this head-on with heat reuse projects, super-efficient infrastructure, and renewable energy initiatives.

A favourite example for Florian is their Frankfurt site, which will soon provide excess heat to local public swimming pools — a cause that resonates deeply with him as a former swimmer. “It’s not just about taking energy,” he says, “it’s about giving it back.”

Habits, Mindset & Advice for the Next Generation

Looking back, Florian sees clear parallels between sport and sales:

• Habits & routines matter: Whether training in the pool or preparing for a sales pitch, consistency pays off.
• Relationships beat quick wins: Success comes from trust and long-term partnerships, not short-term deals.
• Soft skills are critical: Technical knowledge is important, but listening, communicating, and reading the room make the difference.

For the next generation of sales professionals, he highlights adaptability as the key skill. Technology evolves fast, and customers’ needs shift just as quickly. Curiosity, resilience, and the willingness to listen will define future success.

His advice to his younger self? Find mentors early, be patient, and play the long game. “Clients don’t just buy products — they buy the person.”

 Don’t miss this episode if you’re interested in:

• How elite sport translates into business success
• Lessons in resilience, discipline, and feedback culture
• Building a career in sales without a traditional background
• Why edge data centres and sustainability go hand-in-hand

🎧 Tune in to hear Florian’s full story on The Route to Networking Podcast!

🔗 Connect with Florian here