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. The role involves managing the entire sales cycle from lead qualification to contract signature, working closely with engineering and product teams. You will be responsible for driving opportunities, managing existing customer accounts, and leading the company's hardware buying cycle.

Responsibilities

• Own the sales funnel from initial qualification to contract signature.
• Qualify opportunities using a disciplined method and maintain clear next steps for every deal.
• Lead the customer buying team through hardware evaluation, trials, and security reviews.
• Orchestrate internal deal teams including engineers and product managers for technical deep dives.
• Manage active customer accounts, including renewals, upsells, and expansion.
• Lead responses to RFPs and tenders and maintain CRM hygiene and pipeline 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
• 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, controlling, and commanding multi-vendor drone and robot swarms. Their RF communication systems are Made in Germany and deployed on active frontlines.