Senior Key Account Manager (DACH)

If you’re into IT / tech sales, fluent in German & English 🇩🇪🇬🇧, an expert into B2B sales, and handling big organizations with multiple stakeholders involved, this job may be for you:

Have you experienced slow (or non-existent) WiFi in the train? The passenger information screens turn black? The door sensor not working?

➡️ If yes, this is the place to change this!

Unwired Networks is a software and connectivity company modernizing how public transport operators provide and monitor their onboard computers and networks through a cloud-based device management, connectivity, and app orchestration platform. ☁️📡📊

🧭 What will you do?

Own our Key Accounts in Germany, Austria, and Switzerland (rail, bus operators, vehicle OEMs, and system integrators) as their long-term commercial partner.

Your main tasks include:

• Develop accounts strategically (account plans, stakeholder maps, expansion)

• Meet them regularly onsite and report on a Quarterly basis

• Qualify and drive tenders together with PreSales and Delivery

• Handle commercial escalations, including proposals of resolution

• Management of framework agreements, contract updates, renewals, and keeping all documents organized and up to date

• On-site participation in industry-related trade fairs and conferences representing Unwired (e.g., IT Trans, Innotrans)

• Commercial & technical discovery calls, solution presentations

• Preparation of quotes and offers, negotiations, and closing

• Deal documentation and forecast management

👉 Sales in Unwired is team-based – with support from PreSales, Sales team, Delivery, DevOps, and even CEO/CTO when needed

🔍 Who are you?

• 7+ years of proven success in complex B2B solution sales with long cycles — ideally rail, public transport, telecommunications, or industrial IT

• A track record of winning and growing six- and seven-figure accounts through relationship building, not transactional selling

• Existing network in the DACH public transport ecosystem (operators, OEMs, integrators) or the demonstrated ability to build one fast

• Strong commercial judgment: confident with tenders, contracts, NDAs, pricing, and negotiations

• Enough technical fluency to discuss networks, Wi-Fi, and cloud/edge concepts credibly with technical buyers (PreSales has your back on the details)

• Self-organized, resilient, and comfortable with travel across the region

• German at a native level and excellent English, written and spoken

🌟 Who are we?

• Young, growing SME with clients over Europe

• International team (Austria, Italy, Spain, Croatia, Germany, Egypt, Ukraine, etc.)

• Company language is English

• Culture based on autonomy, collaboration, trust, and responsibility – with humor included

• Startup agility + established-business stability (founded in 2011)

• Tool stack: Pipedrive, easybill, lemlist, Google workspace, Slack, Redmine, Trello, Claude

🤝 How do we work together?

• You bring a proactive approach towards your clients - not the “I sent one email, now I wait for destiny” type, but someone who brainstorms, executes, and follows through

• You confidently manage commercial topics - negotiating conditions, documents, raising blockers, and proposing solutions to accommodate both parts

• You possess technical knowledge and are ready to dive into industry-specific concepts

• You enjoy meeting customers onsite - whether with a colleague or solo; real-world context beats email cha