Job Sales Account Executive – Defense & Enterprise,Jobs München Bayern,Stellenangebote in Deutschland,Verkauf/Verkäufer,Rheso.Tech -

: 2424

Our client is an innovative German deep-tech company developing sovereign communication and orchestration technologies for unmanned systems. Its solutions combine advanced RF communications, robotics, and command-and-control capabilities to enable multi-vendor drone and robotic operations in demanding environments.

With products already deployed in operational environments and a rapidly growing customer base across defense, security, and enterprise sectors, the company is strengthening its commercial team to support strategic growth across Germany and Europe.

Key points of the position :

First dedicated Account Executive in a fast-growing deep-tech environment
Ownership of the complete sales cycle from qualified lead to signed contract
Direct interaction with defense organizations, public authorities, integrators, and enterprise customers
High visibility role working directly with founders and senior leadership
Significant influence on the future commercial organization
30 to 50% travel across Germany and Europe

As an Account Executive – Defense & Enterprise, your responsibilities will include:

Own and manage the entire sales pipeline from qualification to contract signature
Lead complex B2B sales processes involving multiple stakeholders and long procurement cycles
Conduct customer discovery and qualification using structured methodologies such as MEDDPICC
Engage with end users, engineering teams, procurement departments, legal teams, and decision-makers
Coordinate internal resources including engineering, product management, and field application engineers
Manage customer trials, demonstrations, proof-of-concepts, and technical evaluations
Develop account plans for existing customers and identify expansion opportunities
Drive upsell, cross-sell, and follow-on business opportunities
Lead responses to RFPs, public tenders, and defense procurement processes
Prepare commercial offers, pricing proposals, and business cases
Maintain accurate CRM data, pipeline forecasting, and sales reporting

Necessary skills:

Minimum 7 years of experience in B2B sales of complex technical solutions
Proven experience closing deals with defense organizations, security agencies, government entities, or public-sector customers
Strong understanding of public procurement and tendering processes
Track record of managing high-value, multi-stakeholder sales opportunities
Experience with CRM tools and structured sales methodologies such as MEDDPICC
Ability to sell technical products to both technical and non-technical audiences
Strong contract negotiation and closing capabilities
Excellent organizational and communication skills
Willingness to travel regularly across Germany and Europe
Eligible and willing to undergo security clearance processes
Fluent German and English
Nice to have:Existing network within the DACH defense ecosystem
Experience with Bundeswehr, defense primes, system integrators, or procurement authorities
Knowledge of unmanned systems, robotics, RF communications, tactical communications, or command-and-control systems
Experience selling hardware or integrated hardware/software solutions
Background in defense, aerospace, security, or regulated industries
Experience building sales functions or commercial processes in high-growth companies

100 euros fixed salary + Bonuses.

Keywords:

Account Executive, Defense Sales, Enterprise Sales, Public Sector, Government Sales, Defence Technology, Bundeswehr, RF Communications, Tactical Communications, Robotics, Unmanned Systems, Drones, UAV, Enterprise Software, Hardware Sales, Complex B2B Sales, MEDDPICC, RFP, Tender Management, Aerospace, Security, DACH Region, Munich, Business Development, Strategic Accounts, Deep Tech.