Account Executive Defense & Enterprise (m/f/d)

Unternehmen : Hive Robotics

Arbeitsbeschreibung - Account Executive Defense & Enterprise (m/f/d)

Role

Hive Robotics is building Europe’s first full-stack orchestration platform for unmanned systems: connecting, controlling, and commanding multi-vendor drone and robot swarms. Our RF communication systems are Made in Germany, deployed on active frontlines, and targeting a highly valued tactical communication market with zero sovereign alternatives today.
As our first dedicated Account Executive, you own the sales pipeline: every opportunity from a lead to a signed contract. You take over our existing customer accounts and drive the opportunities our founders and Business Development have opened, with the first new deals expected to close within 3 months. You currently report to the CEO.
This role is customer-facing by design: expect 30–50% travel to customer sites, procurement offices, partners and trade fairs across Germany and Europe, sometimes internationally. The rest of the time you work alongside Engineering, Product Management and our Field Application Engineers.

Responsibilities

Pipeline & Deals

Own the sales pipeline end-to-end: qualify every lead that our founders or Business Development generate, and move it stage by stage to signature
Run discovery and qualification against a fixed gate: pain, budget, decision-making unit and timing are understood before we invest in a technical deep dive
Lead the engagement with the customer’s buying team: end users, engineers, procurement, legal and IT, with a clear next step and date on every opportunity
Orchestrate the deal team: bring in our engineers and Field Application Engineers for demos, trials and technical deep dives, and Product Management for configuration and fit
Adapt our sales process to the defense and enterprise buying cycle, e.g. long procurements, multiple trials run, and security reviews
Keep the pipeline honest: stage discipline, forecast and CRM hygiene, and a weekly pipeline review you run for the founders

Existing Customers, Expansion & References

Take over our active customers as their commercial owner: quarterly account plans, follow-on orders, expansion into new units and use cases, and every escalation that touches the relationship
Run regular account reviews with the customer together with the Field Application Engineer who owns adoption: what is deployed, what is used, what comes next
Turn deployed systems into referrals: reference visits, quotes and case material that Business Development and the founders can open new doors with
Negotiate upsells, cross-sells, follow-ons and expansion contracts through to signature

Offers, Tenders & Closing

Own the offer document: pricing, terms and conditions, the cost-benefit case on the customer’s own data, and the project plan to signature
Lead our responses to RFPs and public tenders under national and EU procedures: bid/no-bid, compliance matrix, technical volumes from engineering and the field team.
Get a trial agreement signed before any customer trial starts: scope, duration, success criteria, pilot price and the path to the main contract; you drive it, Ops owns the paperwork
Drive every deal to signature: you request the contract from Operations, keep the customer and the internal side moving, and close.
Build and maintain our commercial offer and tender templates (pricing, structure, technical narrative) so every proposal starts from a proven base
Hand over signed contracts cleanly: to Operations as a confirmed customer order, to the Field Application Engineer for onboarding

Requirements

Must Have

min. 7+ years better more in B2B sales of complex, multi-stakeholder deals, ideally in a growing company
Track record of closing deals with defense or public-sector buyers: know how national armed forces (e.g. Bundeswehr), governmental security authorities (e.g. Police) and procurement offices and primes buy, and how a public tender run
Hands-on daily work in a CRM and a disciplined qualification method (e.g. MEDDPICC): your forecast is something the company can plan on
Comfortable selling a technical product to technical and non-technical stakeholders, and knowing when to bring in the engineers
Closer’s mindset: you treat an opportunity without a next step and a date as a problem, not a pipeline entry
Structured working style: your offers, decisions and customer commitments are written down so that Operations, the field team and the founders can act on them without asking
Willingness to travel 30–50 % across Germany and Europe, sometimes travel beyond Europe
Eligibility and willingness to undergo security vetting for access to customer sites
Fluent German and English

Nice to Have

An existing network in the DACH defense ecosystem: Bundeswehr, procurement offices, primes, integrators
Technical fluency in unmanned systems, RF communication, command-and-control or robotics
Experience selling hardware or combined hardware and software systems, with lead times, trials and delivery commitments
Prior work in defense, aerospace, security, or another regulated environment
Experience building a sales pipeline or sales function from scratch rather than inheriting one

About us

We work in deep-tech and dual-use technology, an industry where women and other underrepresented groups have historically had limited access. We encourage you to apply even if you don't check every box below.

Why Hive

Build sovereign technology that matters. We build RF communication and orchestration systems for unmanned platforms across air, land, sea, and space, at a moment when European technological sovereignty is a real strategic question, not an abstract one.
Real ownership, real deployment. Our products are already in serial production and in the field. What you build ships, and you see the result.
Small team, direct access. Around 30 people. You'll work directly with founders and not through multiple layers of management.
You shape the foundations. We're still building the structures, career paths, controlling, compliance, that let a fast-growing company scale well. You'll help decide what they look like.
Modern Munich office, with the tools and equipment to do your best work.

What You Get

Compensation. We benchmark salaries to stay competitive for the market and the role, not just what an early-stage budget can spare.
Equity. You participate in Hive through equity/VSOP, a genuine stake in what we build, not just a paycheck.
A role you shape, not one you're handed. We're too early for fixed job descriptions or a career ladder. What you own grows as you take on more, not by climbing steps someone else defined.
No bureaucracy. Small, flat team. Decisions happen in a conversation, not a sign-off chain.

Compensation and equity terms vary by role and level.
Hive Robotics is an equal opportunity employer. We welcome applications regardless of race, ethnic origin, religion, gender, gender identity, sexual orientation, age, disability, or marital status. Please don't include data on ethnic origin, political views, religious beliefs, union membership, health, or sexual orientation in your application.

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Über das Unternehmen

Hive Robotics

Why HiveReal ownership from day one in a fast-scaling deep-tech company with products already in serial production and in the field.Work on sovereign European technology that matters, at the intersection of robotics, RF, and autonomy.Small, high-caliber team with short decision paths and direct acce...

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