Fotokite

Account Executive

• Own the Pan-European market, with a focus on the DACH region, through a hybrid go-to-market model
• Prospect, qualify, negotiate, and close high-value B2G and enterprise deals across Europe
• Conduct product demonstrations and technical briefings for public safety, corporate security, and defense stakeholders
• Manage relationships and fleet expansion across Tier-1 European accounts
• Audit, professionalize, and manage the European distributor and dealer network
• Establish partner targets, conduct joint territory reviews, eliminate channel conflict, and ensure partner training and certification
• Co-sell with channel partners on regional tenders, providing executive closing support and technical validation
• Recruit, mentor, and manage European Regional Sales Managers and regional sales engineering resources
• Develop a repeatable European Sales Playbook and establish CRM, forecasting, and pipeline-stage discipline
• Align European commercial operations with Zurich HQ R&D, Operations, and Product leadership
• Attach recurring software licenses to hardware installations
• Attach three- to four-year extended warranty and service maintenance agreements to regional fleet shipments

Explore Major Accounts Executive at Fotokite. Review requirements and application details.

Major Accounts Executive

Sales

• Own and scale Fotokite’s US Defense vertical
• Take 100% ownership of the Defense go-to-market engine
• Lead direct engagements with DoD contracting officers
• Build strategic alliances with major Defense Primes
• Navigate federal procurement pathways including IDIQs, OTAs, DLA, and Programs of Record
• Close high-value deals across all branches of the US Department of Defense
• Navigate FAR/DFARS regulations, OTAs, SBIR/STTR transitions, and multi-year DoD budget cycles
• Optimize contract vehicles and prime channels including DLA Prime Vendors, GSA Schedules, and established Primes’ IDIQs
• Architect formal teaming agreements, subcontracting arrangements, and technology integration partnerships with top-tier US Defense Primes
• Integrate Fotokite’s tethered ISR technology into larger Defense Programs of Record
• Manage, mentor, and expand Defense Account Executives and Federal Solutions Engineers
• Guide field sales representatives with proposal oversight and contracting strategy
• Align customer requirements with product development and manufacturing schedules
• Define and execute the multi-year US Defense GTM roadmap
• Maintain accountability for revenue, bookings, and pipeline velocity
• Lead proposal efforts, RFP/RFI responses, and executive-level briefings for DoD program offices, DIU, and congressional/government affairs partners
• Collaborate with the CRO and company leadership

Explore Director, US Defense – Federal Sales at Fotokite. Review requirements and application details.

Director, US Defense – Federal Sales

Customer Success Manager

• Build the end-to-end Fotokite Customer Success Playbook, including SOPs for Order Handoff, Technical Commissioning, Day 30 CSAT Audits, Day 90 QBRs, and Renewal Triggers
• Codify segment-specific onboarding and expansion workflows for Firefighting, Law Enforcement, Defense, and Enterprise Security across global regions
• Select, configure, and deploy customer health tracking platforms or advanced CRM modules and integrate them with hardware telemetry logs
• Develop real-time customer health dashboards tracking flight hours, deployment frequency, software utilization, maintenance status, and churn risk
• Directly manage flagship enterprise, defense, and strategic municipal accounts
• Conduct high-stakes in-person QBRs, flight demos, and executive check-ins
• Recruit, mentor, and manage regional Customer Success Managers and Sales Engineers across the Americas and Europe
• Build a high-accountability, customer-centric culture
• Partner with Regional Sales Managers and Resellers to execute fleet expansion campaigns, multi-unit orders, and accessory upsells
• Own post-sale revenue for annual software subscriptions, cloud data streaming, software maintenance, and extended warranty/service attachments

Explore Vice President of Customer Success at Fotokite. Review requirements and application details.

Vice President of Customer Success

Outside Sales

• Expand sales activities by selling and introducing Fotokite products and services to established and new Fire, Law Enforcement, EMS, Public Safety and other relevant customer groups
• Conduct cold-calling and field demonstrations
• Fulfill requests for orders and quotations
• Attend tradeshows, industry conferences, and regional trade shows
• Initiate new business and drive demand in an assigned territory in conjunction with Distribution Partners
• Develop and execute sales plans including outbound prospecting, lead generation, and field sales engagement
• Identify decision makers among targeted leads or accounts
• Capture, maintain, and expand CRM data with opportunities, customers, and additional contacts
• Provide effective product demonstrations for end-user customers in person and virtually
• Develop industry expertise and customer pipelines
• Perform other duties as assigned

Explore Associate Field Sales Representative, US Mid West at Fotokite. Review requirements and application details.

Associate Field Sales Representative, US Mid West

• Expand sales activities by selling and introducing Fotokite products and services to Fire, Law Enforcement, EMS, Public Safety, and other relevant customer groups
• Sell through Distribution partners and Direct Sales
• Conduct field demonstrations and fulfill requests for orders, quotations, and lead times
• Initiate, track, and follow up on leads generated through multiple channels
• Drive demand in the assigned Western US territory for Fotokite products and services
• Develop and execute a regional sales plan including outbound prospecting, lead generation, and field sales engagement
• Identify decision makers among targeted leads or accounts
• Manage and retain relationships with existing clients and distributors
• Capture, maintain, and expand CRM data with opportunities, customers, and contacts
• Maintain in-depth knowledge of Fotokite products and value proposition
• Provide product demonstrations in person and virtually
• Attend industry conferences and regional trade shows
• Travel up to 50% or more depending on region
• Take on other duties as assigned
• Direct reports anticipated in the near future

Explore Regional Sales Manager, US West at Fotokite. Review requirements and application details.

Open roles

Major Accounts Executive

Director, US Defense – Federal Sales

Vice President of Customer Success

Associate Field Sales Representative, US Mid West

Regional Sales Manager, US West