Senior Key Account Manager (m/f/d)

The role

You will build and grow long-term relationships with key customers and partners across the defence sector. You will develop strategic account plans and coordinate complex customer engagements involving hardware and software solutions.

What you will do

• Build and grow long-term relationships with key customers and partners across the defence sector
• Develop and execute strategic account plans aligned with customer priorities, operational needs, and procurement roadmaps
• Identify and drive cross-selling and up-selling opportunities across ARX Robotics’ product and service portfolio
• Coordinate complex customer engagements involving integrated hardware and software solutions
• Act as the internal voice of the customer, collaborating with Product, R&D, Operations, Service, and Marketing teams
• Support the successful delivery of customer programs through clear communication and stakeholder alignment
• Conduct market, customer, and competitive analysis to support strategic account development and business decisions
• Work closely with Sales Operations leadership to assess account performance, customer developments, and future growth potential
• Contribute to expanding ARX Robotics’ presence within the European defence ecosystem
• Help shape trusted partnerships that support long-term growth and innovation

Required qualifications

• Experience in the defense sector
• Experience in key account management, strategic sales, or business development roles
• Track record of building and managing long-term customer relationships with military decision-makers or endusers
• Ability to manage complex stakeholder environments across commercial, operational, and technical teams
• Strong communication, negotiation, and relationship management skills
• Strategic mindset combined with a hands-on and solution-oriented approach
• Confidence working with both governmental and industrial customers
• Ability to analyse market developments and translate insights into actionable account strategies
• Degree in Business Administration, Industrial Engineering, or a related field
• Fluent German and English language skills, both written and spoken

Nice to have

• ideally as a former officer in the German Armed Forces

Benefits

• Competitive compensation package including a bonus opportunity
• 27 vacation days to start, increasing with tenure up to 30 days
• Employer-supported pension contribution
• Learning & development support and team events budget
• Employee discounts and flexible benefits budget via Probonio
• Hybrid working setup depending on role and team needs
• Structured salary bands, levelling framework, and bi-annual development conversations
• Referral bonus program
• dog-friendly office
• relocation support where applicable

About the company

ARX is a dual-use technology company that specializes in developing autonomous unmanned systems and sensors for the European defence sector. The company develops unmanned ground systems and sensors to assist NATO Armies and civilian first responders.