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Senior Key Account Manager – Remote

Live Digital > Jobs > 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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