Key Account Manager for Security and Defense

Delair; Labège; On-site; EUR 70,000 - 110,000; Full time

Job summary

Delair, a French drone technology company, is seeking a results-driven Key Account Manager to lead sales in the security and defense vertical across Europe. You will identify opportunities, nurture customer relationships, and drive revenue growth in strategic markets.

The ideal candidate has 5–10 years in security/defense, an engineering or business background, fluent in English and French, and a proven track record in export.

Qualifications

• 5–10 years of proven experience in the security and defense markets.
• Experience in export markets is a plus.
• Strong commercial acumen and negotiation skills.

Responsibilities

• Contribute to the commercial strategy for defined geographic areas (Europe).
• Drive business development by identifying and qualifying new leads through networks, digital channels and campaigns.
• Present Delair’s solutions and value proposition to potential customers.

Skills

Business development

Negotiation

Client acquisition

Engineering knowledge

Sales leadership

Education

Postgraduate degree

Job description

Delair

Founded in 2011 in Toulouse, DELAIR designs, manufactures, and sells a wide range of aerial and underwater drones. With continuous investment in R&D, we create products that are robust, innovative, and tailored for industrial infrastructure inspections and security/defense applications.

Operating in over 70 countries with thousands of drones in the field, all our drones are proudly made in France at our sites in Toulouse, Marseille, and Grenoble.

By joining Delair, you’ll become part of a fast-growing, ambitious, and tightly-knit team, fully committed to innovation. If you want to work where the action happens, on our industrial sites, this is the place for you!

Job description

At Delair, technical excellence and innovation are at the core of who we are. We are looking for talented professionals capable of leading ambitious projects, identifying new opportunities, and contributing to our growth in strategic markets such as security and defense.

By joining our team, you will work in a dynamic, stimulating, and collaborative environment, where every initiative matters and expertise is recognized and valued. This position offers a unique leadership opportunity, allowing you to drive high-impact projects, expand your professional network, and actively participate in the growth of a innovative, fast-growing French company.

Specialized in security and defense, you will join Delair as a Key Account Manager dedicated to the security and defense market for a defined geographic area (Europe - tbc).

In this role, you will strengthen the Sales team by identifying new business opportunities, building and nurturing relationships with current and prospective customers, and driving the achievement of defined sales targets. You will play a key role in expanding Delair’s presence in strategic markets and contribute directly to the company’s long-term growth.

This position offers the chance to work on high-impact projects, collaborate with a highly motivated team, and make a tangible contribution to the development of an innovative French company at the forefront of drone technology.

Your mission

• As part of the Sales team, your main responsibilities will be:

• Contribute to the commercial strategy for your vertical markets in a defined geographic area (Europe – tbc).

• Drive business development by identifying and qualifying new leads through networks, digital channels, and marketing campaigns.

• Present Delair’s solutions and value proposition to potential customers.

• Understand and communicate the application of drone technology in customer workflows.
  Recommend tailored solutions based on customer needs and real-world experience.

• Build and maintain strong, trust-based relationships with customers and prospects.
  Lead customer meetings, demos, and negotiations to close deals.

• Manage day-to-day sales operations, including CRM updates and proposal preparation.
  Support promotional activities at trade shows and provide feedback on market trends and customer requirements.

• Report on a weekly basis to your Manager

Your profile

We are seeking a results-driven Key Account Manager with 5 to 10 years of proven experience in the security and defense markets, particularly in export. The ideal candidate holds a background in business, engineering, or management, combining technical expertise with strong commercial acumen. They possess demonstrated skills in business development, negotiation, and client acquisition, with a proven track record of achieving ambitious targets.

ATTRIBUTES

• Energetic, motivated, and autonomous, yet able to collaborate effectively with cross-functional teams.
• Quick learner, capable of rapidly understanding complex systems and Delair’s innovative solutions.
• Excellent communicator, with the empathy and influence needed to build trust and long‑term client relationships.
• Creative, proactive, and persistent, focused on delivering tangible results.
• Comfortable in highly technical environments, with engineering knowledge considered a strong asset.

Qualifications and Skills

• Postgraduate degree preferred.
• Established network and professional experience within the security or defense sectors.
• Fluent in English and French, both written and spoken – any other language is a plus.