About this role
Fotokite is the global category leader in actively tethered autonomous Intelligence, Surveillance, and Reconnaissance (ISR) platforms. Born as an ETH Zurich deep-tech spin-off, Fotokite combines autonomous robotics, un-jammable tethered station-keeping, and enterprise SaaS to deliver continuous 24/7 situational awareness to their public safety, federal, and defense customers.
Role Overview & Strategic Charter
Fotokite is scaling its European commercial infrastructure and seeking a battle-tested, high-velocity EMEA Major Accounts Executive to operate in an individual contributor role. This is a hands-on deal-making role for a commercial leader who thrives in the field—not a passive administrative manager.
You will own the Pan-European market across a hybrid GTM model, focusing in DACH region and balancing direct B2G/enterprise account execution (municipal fire/EMS, police, border security, defense) with distributor channel optimization (auditing, motivating, and driving quota discipline across our European dealer network).
Core Responsibilities
1. Direct Sales & Enterprise Hunting
- Pipeline Execution: Personally prospect, qualify, negotiate, and close high-value B2G and enterprise deals across Western, Central, Northern, and Southern Europe.
- Field Demos & Executive Briefings: Partner with technical leads to conduct high-impact product demonstrations and technical briefings for Fire Chiefs, SWAT Commanders, Corporate Security VPs, and Defense procurement leads.
- Key Account Leadership: Directly manage relationship health and fleet expansion across Tier-1 flagship European accounts.
2. Channel & Distributor Network Management
- Channel Audit & Alignment: Professionalize, audit, and manage Fotokite’s independent distributor and dealer network across European territories.
- Quota & Partner Discipline: Establish clear quarterly partner targets, conduct joint territory reviews, eliminate channel conflict, and ensure distributor sales reps are trained, certified, and actively hunting.
- Co-Selling: Join channel partners on high-stakes regional tenders to provide executive closing support and technical validation.
3. Team Building & Operational Leadership
- Recruit & Coach: Recruit, mentor, and manage European Regional Sales Managers (RSMs) and regional sales engineering resources.
- Playbook Development: Translate early IC wins into a repeatable European Sales Playbook, establishing strict CRM discipline, forecasting accuracy, and pipeline stage gates.
- Cross-Functional Alignment: Serve as the strategic bridge between European commercial operations and Zurich HQ R&D, Operations, and Product leadership.
4. Software Attach & Recurring Revenue
- Software Monetization: Ensure every hardware installation attaches recurring software licenses.
- Multi-Year Service Contracts: Attach 3-to-4-year extended warranty and service maintenance agreements to every regional fleet shipment to maximize Customer Lifetime Value (LTV).
Candidate Qualifications & Requirements
- 7–10+ Years Commercial Track Record: Proven success selling complex hardware/software platforms, autonomous systems, robotics, defense-tech, or mission-critical public safety solutions (HaaS/SaaS).
- Hybrid GTM Mastery: Deep, hands-on experience in both direct B2G/enterprise selling and managing independent commercial distribution channels across Europe.
- Player-Coach Capability: Demonstrated history of carrying and exceeding an individual quota before building, leading, and scaling a regional sales team.
- Multilingual Capability:
Mandatory: Native or full professional fluency in English (all internal reporting, board documentation, and executive communications are conducted in English).
- Required: Professional working proficiency in German and/or French .
- Territory Expertise: Deep understanding of Western & Central European procurement cycles, municipal fiscal year-ends and public safety/defense tender structures.
- Mobility: Willingness to travel 40–50% across European territories for key customer demos, channel audits, and regular syncs at Zurich HQ.