Senior Key Account Manager

Role Mission

The Sales Executive will own end-to-end defense and enterprise for IS-Wireless’ 5G/Open RAN portfolio across Western European countries (The Netherlands, Belgium, France, Spain, Portugal), with a mandate to win and scale multi-year revenue. This role combines strategic hunting, complex deal orchestration, and C‑level relationship building to position IS-Wireless as the preferred partner for next‑generation mobile networks.

Work Mode: Remote in EU

Key Challenges & Responsibilities

• Acquire strategic clients primarily in international markets (EU and beyond), focusing on defense sector companies, but also including large industrial companies, and other government entities

• Originate, qualify, and close complex, multi-stakeholder deals, coordinating tightly with Pre-sales, Product, and Delivery.

• Navigate lengthy procurement cycles (RFI/RFQ/RFP), driving technical and commercial consensus while protecting margin.

• Conduct consultative sales of IS-Wireless technology and products.

• Consistently exceed quota while maintaining high forecast accuracy and disciplined pipeline management.

• Educate clients and build long-term business relationships.

• Collaborate on product development based on market feedback.

• Represent IS-Wireless at key industry events, building a visible executive presence in the 5G/Open RAN ecosystem.

Skills & Experience (Must-Have)

• 5+ years of experience in B2B technology sales (e.g., IT, cloud, SaaS, deeptech).

• Proven success selling complex, technical solutions (e.g., RAN, core, private 5G, cloud-native infrastructure) to senior technical and business stakeholders.

• Strong command of structured sales methodologies (e.g., MEDDIC, Challenger) and disciplined CRM usage.

• Experience working with international clients.

• Fluent in English (presentations, negotiations).

• Ability to effectively source leads and manage the sales pipeline.

• Experience in long, complex sales processes (6–18 months).

• Ability to prepare business cases and ROI analyses.

Nice-to-Have

• Experience in selling innovative, first-of-its-kind products.

• Knowledge of the telecommunications/5G industry.

• Background in high-growth or deep‑tech environments, ideally in scale-ups or top‑tier tech companies.

• Experience with ORAN, Kubernetes, or military tech solutions.

What We Offer

• Competitive salary that grows with your impact, plus a very attractive commission system and the possibility of stock options.

• Access to a world-class telecom knowledge base and structured training resources.

• Time and budget for training, conferences and self-development.

• Daily exposure to modern tools and technologies that push the industry forward.

• A diverse, friendly, international team of engineers and domain experts.

• Collaborative, low-ego culture that values initiative and your input.

• Flexible working hours and a healthy work-life balance.