Sales Account Executive – Defense & Enterprise

Rheso.Tech - Talent & Advisory; München; Vor Ort; EUR 100.000 - 120.000; Vollzeit

Zusammenfassung

Rheso.Tech - Talent & Advisory seeks an Account Executive for Defense & Enterprise to own the full sales cycle from lead to contract. You will engage defense entities, public authorities, integrators, and enterprise customers, coordinating with engineering and product teams.

This high-visibility role reports to founders and offers significant influence on the commercial vision. The position requires 7+ years in complex B2B tech sales, fluency in German and English, and willingness to travel

Qualifikationen

• Minimum 7 years of B2B sales of complex technical solutions.
• Proven experience closing deals with defense/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 MEDDPICC methodology.
• Ability to sell technical products to diverse audiences.
• Strong negotiation and closing capabilities.
• Excellent organizational and communication skills.
• Willingness to travel across Germany and Europe.
• Eligible and willing to undergo security clearance processes.
• Fluent German and English.
• Nice to have: existing network in DACH defense ecosystem.

Aufgaben

• Own and manage the entire sales pipeline from qualification to contract signature.
• Lead complex B2B sales processes with multiple stakeholders and long procurement cycles.
• Conduct customer discovery and qualification using MEDDPICC.
• Engage with end users, engineering, procurement, legal, and decision-makers.
• Coordinate internal resources including engineering, product management, and FAE teams.
• Manage customer trials, demonstrations, POCs, 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 and defense procurement processes.
• Prepare commercial offers, pricing proposals, and business cases.
• Maintain accurate CRM data, pipeline forecasting, and sales reporting.

Kenntnisse

B2B sales

Defense public sector

MEDDPICC

Multi-stakeholder

Contract negotiation

CRM proficiency

German English

Travel readiness

Unmanned systems

Tools

CRM software

Jobbeschreibung

Ref: 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

100 000 - 120 000 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.