Enterprise Account Manager – EMEA, Germany

This is a fully remote position, open to applicants in Germany.

📋 Description

• Drive new business growth within Ministries of Defence, Ministries of Interior, Armed Forces, national police, gendarmerie forces, border security, and civil protection agencies.

• Own and implement mission-focused account strategies linked to national security, modernization, and public safety capability priorities.

• Create territory plans that target defense modernization initiatives, internal security technology upgrades, and national UAS enablement efforts.

• Build and sustain a qualified pipeline that aligns with complex public-sector procurement cycles, achieving or surpassing annual and multi-year revenue goals.

• Acquire a profound understanding of customer missions — ranging from military ISR and force protection to law enforcement tactical operations and emergency response — positioning Skydio as a force multiplier.

• Establish trusted relationships with operational end users, procurement officials, technical evaluators, policy stakeholders, and executive leadership.

• Navigate tenders, framework agreements, grant-funded programs, and government contracting structures throughout EMEA.

• Maintain expertise in NATO standards, internal security regulations, aviation authorities, data sovereignty requirements, and export compliance frameworks.

• Collaborate cross-functionally with solutions engineering, customer success, compliance, and leadership to ensure secure, compliant, and successful deployments.

• Lead operational demonstrations, pilot programs, and capability evaluations tailored to both defense and internal security applications.

• Gather competitive insights on regional defense and internal security technology programs as well as emerging UAS requirements.

• Convert sovereign requirements and frontline operational feedback into actionable insights for product management and roadmap alignment.

⛳️ Requirements

• 8+ years of experience selling complex hardware, software, or integrated systems to defense, internal security, public safety, or highly regulated government sectors.

• Proven success in closing multi-stakeholder deals within MOD, MOI, national police, border security, or civil protection organizations.

• Strong comprehension of EMEA government procurement structures, tender processes, and compliance requirements.

• Experience engaging with both military and law enforcement stakeholders, from operational commanders to senior ministry officials.

• Familiarity with NATO standards, aviation authorities, export controls (e.g., ITAR/EAR), and sovereign data/security requirements.

• Background in UAS, aerospace, robotics, ISR systems, public safety technology, or related advanced systems (operational experience is highly advantageous).

• Capability to engage credibly with technical operators, procurement professionals, and executive decision-makers.

• Experience with Salesforce and Google Workspace; familiarity with defense and security market intelligence tools is a plus.

• Willingness to travel frequently within EMEA, including visits to secure government facilities.

• Fluent in English; additional European or regional languages are highly preferred.

🏝️ Benefits

• Diversity-driven innovation.

• Well-structured environment that embraces diverse perspectives.