Account Executive

About the role

Hive Robotics is building a full-stack orchestration platform for unmanned systems and is seeking its first dedicated Account Executive to own the sales pipeline. You will manage the entire sales cycle from lead qualification to contract signature, working closely with founders, engineering, and product teams. This role requires significant travel to customer sites and trade fairs across Germany and Europe.

Responsibilities

• Own the sales funnel from initial qualification to contract signature.
• Qualify opportunities using a disciplined framework before engaging technical resources.
• Lead the customer buying team through complex hardware procurement cycles.
• Orchestrate internal deal teams including engineers and product managers for demos and trials.
• Manage commercial relationships with active customers, including account plans and upsells.
• Lead responses to RFPs and tenders while maintaining CRM hygiene and accurate forecasting.

Required skills

• B2B sales
• Technical sales
• CRM
• MEDDPICC
• Hardware sales
• English
• German

Nice to have

• Defense ecosystem
• RF communication
• Embedded systems
• Unmanned systems
• Robotics
• Sales pipeline development

Qualifications

• 7+ years in B2B sales of technical products into complex, multi-stakeholder deals
• Experience selling hardware or hardware combined with software and firmware
• Eligibility and willingness to undergo security vetting

About the Company

Hive Robotics is building Europe’s first full-stack orchestration platform for unmanned systems, connecting and controlling multi-vendor drone and robot swarms. Their RF communication systems are Made in Germany and deployed on active frontlines.