Senior Key Account Manager (DACH)

Apply for this job Senior Key Account Manager (DACH) Sales & Business Development Vienna, Headquarter Fully Remote If you're into IT / tech sales, fluent in German & English, an expert into B2B sales, and handling big organizations with multiple stakeholders involved, this job may be for you: Have you experienced slow (or non-existent) WiFi in the train? The passenger information screens turn black? The door sensor not working? If yes, this is the place to change this! Unwired Networks is a software and connectivity company modernizing how public transport operators provide and monitor their onboard computers and networks through a cloud-based device management, connectivity, and app orchestration platform. What you'll do Own our Key Accounts in Germany, Austria, and Switzerland (rail, bus operators, vehicle OEMs, and system integrators) as their long-term commercial partner. Your main tasks include: • Develop accounts strategically (account plans, stakeholder maps, expansion) • Meet them regularly onsite and report on a Quarterly basis • Qualify and drive tenders together with PreSales and Delivery • Handle commercial escalations, including proposals of resolution • Management of framework agreements, contract updates, renewals, and keeping all documents organized and up to date • On-site participation in industry-related trade fairs and conferences representing Unwired (e.g., IT Trans, Innotrans) • Commercial & technical discovery calls, solution presentations • Preparation of quotes and offers, negotiations, and closing • Deal documentation and forecast management Sales in Unwired is team-based - with support from PreSales, Sales team, Delivery, DevOps, and even CEO/CTO when needed Who are you? • 7+ years of proven success in complex B2B solution sales with long cycles -- ideally rail, public transport, telecommunications, or industrial IT • A track record of winning and growing six- and seven-figure accounts through relationship building, not transactional selling • Existing network in the DACH public transport ecosystem (operators, OEMs, integrators) or the demonstrated ability to build one fast • Strong commercial judgment: confident with tenders, contracts, NDAs, pricing, and negotiations • Enough technical fluency to discuss networks, Wi-Fi, and cloud/edge concepts credibly with technical buyers (PreSales has your back on the details) • Self-organized, resilient, and comfortable with travel across the region • German at a native level and excellent English, written and spoken Who are we? • Young, growing SME with clients over Europe • International team (Austria, Italy, Spain, Croatia, Germany, Egypt, Ukraine, etc.) • Company language is English • Culture based on autonomy, collaboration, trust, and responsibility - with humor included • Startup agility + established-business stability (founded in 2011) • Tool stack: Pipedrive, easybill, lemlist, Google workspace, Slack, Redmine, Trello, Claude How do we work together? • You bring a proactive approach towards your clients - not the "I sent one email, now I wait for destiny" type, but someone who brainstorms, executes, and follows through • You confidently manage commercial topics - negotiating conditions, documents, raising blockers, and proposing solutions to accommodate both parts • You possess technical knowledge and are ready to dive into industry-specific concepts • You enjoy meeting customers onsite - whether with a colleague or solo; real-world context beats email chains every time • You are self-motivated - your work ethic is based on your own sense of responsibility and genuine interest for solving customer problems What are your benefits? • Base salary range 70-90k EUR depending on your profile • Uncapped sales commission on top • Hybrid or fully remote work available within EU, with scheduled onsite times (~6 times/year) • Flexible work hours (core collaborative window 10:00-15:00), compatible with your parental duties • Transparency and fairness are key to us, so we make sure that all overtime is compensated fairly, no all-in contracts • Growth opportunities; develop into higher-impact roles according to your preference - senior, strategic or leadership positions. Your earnings grow with you. • Centrally located offices in the heart of Vienna (1st district), usual office days are Tue and Thu • Regular afterwork events (dinners, bowling, sports, hikes, Danube swims, etc.) • Latest-generation Apple devices (Macbook Air + iPhone SE) • Budget for personal professional development • Endless coffee supply (unless you drink 10L/day) If you're interested, please apply - and let's arrange an initial "get-to-know each other" meeting either online or over lunch in Vienna Can't wait to hear from you! Your future colleagues, Guifré Vidal & Unwired Networks team