Defense Key Account Manager

Xometry Europe; Germany (OH); Remote; USD 81,000 - 106,000; Full time

Job summary

A global manufacturing solutions provider is seeking a Defence Key Account Manager to develop and manage strategic relationships within the DACH region. You'll handle account management, lead the capture process for opportunities, and achieve sales targets. The ideal candidate has over 5 years of experience in defence or government contracting, strong negotiation skills, and fluency in German and English. The role offers remote work with occasional travel.

Benefits

Sales incentive scheme

Equity incentive plan

Corporate language courses

Corporate Laptop and SmartPhone

Qualifications

• 5+ years in sales or account management in defence, aerospace, or government contracting.
• Strong understanding of procurement cycles and tendering processes.
• Fluency in German and English.

Responsibilities

• Manage and expand relationships with defence and government clients.
• Lead negotiations and contract discussions.
• Achieve and exceed monthly sales targets.

Skills

Account Management

Negotiation

Communication

Stakeholder Management

Market Analysis

Job description

Overview

Xometry (NASDAQ: XMTR) powers the industries of today and tomorrow by connecting the people with big ideas to the manufacturers who can bring them to life. Xometry’s digital marketplace gives manufacturers the critical resources they need to grow their business while also making it easy for buyers at Fortune 1000 companies to tap into global manufacturing capacity.

About the Role

We are seeking an experienced and motivated Defence Key Account Manager to join our sales team. This role is focused on developing and managing strategic relationships within the defence sector for the DACH region.

Key Responsibilities

• Account Management & Business Growth
• Manage and expand relationships with defence and government clients, including Ministries of Defence, prime contractors, and system integrators.
• Develop account strategies to increase market share and revenue within the assigned territory.
• Lead the capture process for new opportunities, including proposal development, bid management, and price-to-win strategies.
• Experienced in leading short, mid and long sales cycles
• Build and maintain a robust sales pipeline aligned with strategic business objectives.
• Lead negotiations and contract discussions, ensuring compliance with export control and regulatory requirements.
• Achieve and exceed monthly sales targets and KPIs.
• Cross-Functional Collaboration
• Provide market feedback to support product development and innovation.
• Ensure seamless communication between your sales leader, the sales team and other departments.
• Stay informed about industry trends, government procurement processes, and competitor activities.
• Represent the company at trade shows, defence exhibitions and networking events.
• Contribute to the company’s visibility within the defence sector, together with Marketing

Key Requirements

• Proven track record (5+ years) in sales, account management, or business development in defence, aerospace, or government contracting.
• Strong understanding of defence procurement cycles, tendering processes, and capture management.
• Experience working with Ministries of Defence or Tier-1 defence contractors is highly desirable.
• Familiarity with export control regulations, security clearance requirements, and compliance frameworks.
• Excellent negotiation, communication, and stakeholder management skills.
• Ability to analyze data, identify performance drivers, and adjust strategies accordingly.
• Fluency in German and English; additional European languages are an advantage.
• Willingness to travel across Europe as required.

Work Conditions

• Sales incentive scheme / sales commission.
• Equity incentive plan.
• Corporate Laptop and SmartPhone.
• Corporate language courses (English), but also other language classes within the team
• Salary depends on experience.
• Place of work: Remote with occasional international travel (UK and DE)

Team, Development and Wellbeing

We work in an open, friendly and trusting environment that welcomes initiative. In the Xometry team, everyone is ready to help and support in difficult times, and we always celebrate victories together and appreciate the contribution of everyone. We are a fast-growing company where each new task is an interesting challenge for the team. We are committed to ongoing well-being activities and charity projects worldwide. We value speed and flexibility, maintaining adaptable processes and planning to respond to changing conditions.

Onboarding and Equal Opportunity

Onboarding is a well-structured process combining all in one approach, technology, and systems components. Xometry is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.