Senior Key Account Manager - Remote

The Role

A leading wireless communication company seeks a Senior Key Account Manager to grow its top defense, U.S. government, and Tier-1 prime accounts across uncrewed systems and enabling technologies. The role serves as the executive customer representative, combining technical credibility and commercial focus to drive follow-up quotes, presentations, and multi-year growth.

Responsibilities

Owns 3–8 key defense/government accounts and leads QBRs, executive alignment, and program rhythm.
Expands accounts through whitespace mapping, rollout planning, and cross-sell/upsell across airframes, payloads, comms, software, and sustainment.
Maintains strong technical understanding of UAS architectures, payloads, datalinks, autonomy, and integration constraints; translates needs between customers and engineering.
Drives pursuits by generating quotes (ROM → firm), BOEs, CLIN options, pricing reviews, and managing the full inquiry-to-PO cycle.
Delivers demos, technical deep dives, and mission/ROI-focused presentations to users, PMs, and executives.
Oversees trials, test events, and evaluations while managing risks, action logs, and issue resolution.
Maintains accurate forecasting, CRM hygiene, and disciplined pipeline management (MEDDIC/Challenger).
Supports contracts and compliance on T&Cs, DFARS, ITAR/EAR, cybersecurity basics, and AS9100 quality requirements.
Acts as Voice of the Customer, feeding validated requirements into product and roadmap planning.

Where You’ll Influence in the Buy Cycle:

Pre-RFI: Help shape trials, concepts, early requirements, and pilot funding.
RFI/RFP: Contribute to evaluation criteria, performance needs, teaming, and pricing strategy.
Contracts: Grow using IDIQ/OTA/BPA/GWAC task orders and sole-source opportunities.
Post-award: Support options, multi-site rollout, training, and sustainment.

Qualifications:

7–12+ years in key account or enterprise sales within drones/UxS, C5ISR, robotics, or defense, with a strong record of account growth.
Able to quickly learn technical details and communicate confidently with engineers, program managers, and operators.
Proven history turning follow-up quotes into orders and expanding accounts over multiple years.
Strong presentation and stakeholder management skills; familiarity with MEDDIC/Challenger is a plus.
Working knowledge of ITAR/EAR and defense acquisition paths (FAR/DFARS, OTA/CSO, IDIQ).
Bachelor’s degree required; advanced degrees or relevant certifications are a plus.
Secret clearance or ability to obtain one; TS/SCI preferred.
Comfortable with HubSpot, Microsoft Suite, and standard proposal tools.

KPIs:

Net revenue and gross margin growth in assigned accounts
Speed of expansion (new sites, programs, payloads, or modules added per account)
Quote turnaround time and quote-to-order conversion rate
Forecast accuracy and maintaining 3–4× pipeline coverage
Program performance (on-time demos, successful evaluations, and high customer satisfaction)

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Senior Key Account Manager – Remote

The Role

Responsibilities

Where You’ll Influence in the Buy Cycle:

Qualifications:

KPIs:

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