Senior Key Account Manager
Description
Why this role matters
At IS-Wireless, we're building some of the most advanced 5G/6G networks in Europe. This isn't just theoretical - it's about real-world deployments, with actual clients, in demanding environments, including the defense sector.
The Sales Executive will own end-to-end defense and enterprise for IS-Wireless’ 5G/Open RAN portfolio across Western European countries (The Netherlands, Belgium, France, Spain, Portugal), with a mandate to win and scale multi-year revenue. This role combines strategic hunting, complex deal orchestration, and C‑level relationship building to position IS-Wireless as the preferred partner for next‑generation mobile networks.
Key Challenges & Responsibilities
Acquire strategic clients primarily in international markets (EU and beyond), focusing on defense sector companies, but also including large industrial companies, and other government entities
Originate, qualify, and close complex, multi-stakeholder deals, coordinating tightly with Pre-sales, Product, and Delivery.
Navigate lengthy procurement cycles (RFI/RFQ/RFP), driving technical and commercial consensus while protecting margin.
Conduct consultative sales of IS-Wireless technology and products.
Consistently exceed quota while maintaining high forecast accuracy and disciplined pipeline management.
Educate clients and build long-term business relationships.
Collaborate on product development based on market feedback.
Represent IS-Wireless at key industry events, building a visible executive presence in the 5G & 6G Networks ecosystem.
Skills & Experience (Must-Have)
5+ years of experience in B2B technology sales (e.g., IT, cloud, SaaS, deeptech).
Proven success selling complex, technical solutions (e.g., RAN, core, private 5G, cloud-native infrastructure) to senior technical and business stakeholders.
Strong command of structured sales methodologies (e.g., MEDDIC, Challenger) and disciplined CRM usage.
Experience working with international clients.
Fluent in English (presentations, negotiations).
Ability to effectively source leads and manage the sales pipeline.
Experience in long, complex sales processes (6–18 months).
Ability to prepare business cases and ROI analyses.
Nice-to-Have
Experience in selling innovative, first-of-its-kind products.
Knowledge of the telecommunications/5G industry.
Background in high-growth or deep‑tech environments, ideally in scale-ups or top‑tier tech companies.
Experience with ORAN, Kubernetes, or military tech solutions.
How we work
Loyalty & team spirit — we have each other's backs, always.
Sincerity & openness — we say what we think, even when it's uncomfortable.
Courage & ambition — we take positions, defend them, and aim high.
"How can I help?" attitude — we help because we want to, not because we have to.
Out of the comfort zone — we build things that haven't been built before. That's the point.
Zero-latency — we act. No waiting, no procrastinating, no excuses.
What We Offer
Competitive salary that grows with your impact, plus a very attractive commission system and the possibility of stock options.
Access to a world-class telecom knowledge base and structured training resources.
Time and budget for training, conferences and self-development.
Daily exposure to modern tools and technologies that push the industry forward.
A diverse, friendly, international team of engineers and domain experts.
Collaborative, low-ego culture that values initiative and your input.
Flexible working hours and a healthy work-life balance.