Account Executive/Sales (m/f/d)

About This Opportunity

We are representing a confidential robotics technology company based in München that is building advanced orchestration and communication systems for unmanned platforms. This is a high-impact role: as their first dedicated Account Executive, you will own the entire sales pipeline from qualified lead to signed contract, working directly with customers across defense, security, and critical infrastructure sectors throughout Germany and Europe.

You will take ownership of existing customer relationships and active opportunities that have been opened by the founding team and business development function, with the first new deals expected to close within your first three months. This is a customer-facing position requiring 30–50% travel to customer sites, procurement offices, partner locations, and trade fairs across Germany, Europe, and occasionally beyond.

Responsibilities

• Own the complete sales funnel from first qualified conversation through contract signature, driving opportunities opened by founders and business development while also generating your own qualified leads
• Qualify opportunities rigorously and early against defined gates (pain, budget, decision-making unit, timing) before committing engineering resources to technical evaluation
• Navigate complex hardware buying cycles with multiple stakeholder groups including end users, engineering teams, procurement, legal, and IT security through extended evaluations, equipment trials, integration assessments, and security reviews
• Orchestrate internal deal teams by bringing in field application engineers, product management, and technical resources at the right moments for demos, trials, technical deep dives, and configuration discussions
• Manage active customer accounts commercially including account planning, follow-on orders, upsells, expansion into new departments and use cases, relationship escalations, and regular account reviews
• Develop reference materials and case studies from deployed systems to support new account development, including organizing customer site visits and capturing customer testimonials
• Own the commercial offer including configuration, pricing, terms and conditions, ROI business cases built on customer data, project plans, RFP/tender responses, and proposal templates
• Drive trial agreements with clear scope, duration, success criteria, pricing, and path to full contract before any pilot begins
• Lead deals to close and execute clean handovers to operations for order fulfillment and to field teams for customer onboarding
• Maintain pipeline integrity through disciplined CRM management, accurate forecasting, stage discipline, and weekly pipeline reviews

What We're Looking For

Required Qualifications:

• 7+ years of B2B sales experience selling technical products into complex, multi-stakeholder deals, ideally within a scale-up environment
• Proven track record selling hardware or hardware-software-firmware systems with configurations, lead times, integration requirements, and delivery commitments
• Ability to engage both technical and non-technical stakeholders effectively in the same conversation and判 when to involve engineering resources
• Hands-on daily experience with CRM systems and disciplined qualification methodologies (such as MEDDPICC) with a track record of accurate forecasting
• Closer's mindset: you treat opportunities without defined next steps and dates as problems requiring immediate attention
• Structured working style with documentation of offers, decisions, and customer commitments that enable internal teams to execute without clarification
• Willingness and ability to travel 30–50% across Germany, Europe, and occasionally internationally
• Fluent English required; German language skills are a significant advantage
• Eligibility and willingness to undergo security vetting for access to certain customer environments

Preferred Qualifications:

• Existing network or sales experience within DACH defense and security sectors including armed forces, procurement agencies, prime contractors, or systems integrators
• Technical understanding of RF communications, embedded systems, unmanned platforms, command-and-control architectures, or robotics
• Experience building sales pipelines or sales functions from the ground up rather than inheriting established processes

How We Work With You

Get A Job.ai represents this confidential client exclusively for this search. When you apply through our platform, one of our recruiters will screen your background and experience against the role requirements. If there's a strong match, we will submit your profile to the client for consideration and coordinate all interview scheduling and feedback. Please apply only through Get A Job.ai—direct contact with the client is not appropriate at this stage.

Pay

Compensation details will be discussed during the screening process with our recruiting team.

Equal Opportunity: Get A Job.ai is committed to inclusive hiring practices. We encourage applications from candidates of all backgrounds and work with our clients to ensure fair and equitable consideration.