Account Executive/Sales (m/f/d)

About this role

Role Hive Robotics is building Europe’s first full-stack orchestration platform for unmanned systems: connecting, controlling, and commanding multi-vendor drone and robot swarms. Our RF communication systems are Made in Germany, deployed on active frontlines, and targeting a highly valued tactical communication market with zero sovereign alternatives today. As our first dedicated Account Executive, you own the sales pipeline: every opportunity from a lead to a signed contract.

You take over our existing customer accounts and drive the opportunities our founders and Business Development have opened, with the first new deals expected to close within 3 months. You currently report to the CEO. This role is customer-facing by design: expect 30–50% travel to customer sites, procurement offices, partners and trade fairs across Germany and Europe, sometimes internationally. The rest of the time you work alongside Engineering, Product Management and our Field Application Engineers.

Responsibilities Own the funnel from the first qualified conversation to signature. Our founders and Business Development open doors with customers, partners and the wider ecosystem. From there the opportunity is yours: you qualify it, drive it and close it, pulling the founders back in only when a deal needs them. Leads you generate yourself count just as much, this isn't exclusively BD's territory. Qualify hard and early.

Run discovery against a fixed gate (pain, budget, decision-making unit, timing) before we invest engineering time in a technical deep dive, and keep a clear next step with a date on every opportunity. Lead the customer's buying team through a hardware buying cycle: end users, engineers, procurement, legal and IT, across long evaluations, equipment trials run as projects, integration questions and security reviews. Orchestrate the deal team.

Bring in our engineers and Field Application Engineers for demos, trials and technical deep dives, and Product Management for configuration and fit. You decide when a deal needs them and what they're there to do. Own our active customers commercially: account plans, follow-on orders, upsells and expansion into new units and use cases, every escalation that touches the relationship, and regular account reviews with the Field Application Engineer who owns adoption.