Account Manager Defense

Mission Brief 

As Account Manager Defense, you will own and develop key accounts across the German defense landscape, including military users, procurement organizations, and ministerial stakeholders. Success in this role requires a deep understanding of defense procurement processes, stakeholder structures, decision-making mechanisms, and budget cycles.

This role is ideally suited for a professional who has either spent significant time within the German defense ecosystem or has successfully managed comparable defense accounts for an established aerospace, defense, or security company. The ability to leverage an existing network and navigate complex institutional environments is critical.

You will work closely with engineering, program management, leadership, and commercial teams to identify opportunities, influence requirements, support capture activities, and secure strategic business for Isar Aerospace.

Your Accounts

• German Armed Forces (Planungsamt der Bundeswehr)
• German Ministry of Defense
• Federal Office of Bundeswehr Equipment, Information Technology and In-Service Support (BAAINBw)

Your Role in Our Space Mission: 

1) Account Ownership

• Serve as the primary commercial interface between Isar Aerospace and your defense accounts.
• Develop and execute a long-term account strategy aligned with Isar Aerospace's commercial and strategic objectives.
• Build trusted relationships across relevant organizations, commands, procurement authorities, and operational stakeholders.
• Establish a deep understanding of current and future requirements relating to space capabilities, responsive launch, sovereign access to space, intelligence, surveillance, reconnaissance, communications, and related mission areas.
• Represent customer requirements internally and ensure relevant stakeholders are aligned on opportunities and priorities.
• Maintain detailed account plans, stakeholder maps, opportunity pipelines, and engagement strategies.

2) Opportunity Identification & Business Development

• Identify, qualify, and develop opportunities arising from programs, initiatives, and capability development efforts.
• Monitor defense policies, procurement priorities, budget developments, and emerging operational requirements.
• Translate customer challenges into commercial and strategic opportunities for Isar Aerospace.
• Support the development of value propositions, campaign strategies, and business cases.
• Drive opportunities from initial engagement through qualification, capture, proposal development, negotiation, and contract award.
• Contribute to long-term market development activities that strengthen Isar Aerospace's position within the German defense sector.

3) Stakeholder Management & Relationship Building

• Build and maintain relationships with decision-makers, influencers, users, and procurement stakeholders.
• Coordinate executive engagements and customer visits.
• Ensure consistent, professional, and strategic communication with defense stakeholders.
• Represent Isar Aerospace at defense conferences, industry forums, trade associations, and relevant events.
• Support the expansion of Isar Aerospace's network within the national security and defense ecosystem.

4) Cross-Functional Commercial Execution

• Collaborate closely with engineering, product management, legal, finance, grants, and program management teams.
• Ensure customer needs are translated into actionable internal requirements.
• Support proposal development and commercial negotiations.
• Coordinate internal resources required to pursue and execute strategic defense opportunities.
• Facilitate alignment between business development activities and overall company strategy.

5) Market Intelligence & Strategic Insights

• Analyze market developments, competitor activities, procurement trends, and policy changes within the German defense sector.
• Provide regular updates and recommendations to commercial leadership.
• Support strategic planning activities related to national defense and security markets.
• Contribute insights that influence product roadmaps, partnership strategies, and future business development priorities.

Success Measures (Typical KPIs)

• Growth of the opportunity pipeline.
• Number and quality of strategic stakeholder relationships established.
• Business opportunities identified and qualified.
• Proposal submissions and contract awards.
• Revenue and bookings generated from defense-related customers.
• Customer engagement effectiveness.
• Market intelligence quality and contribution to strategic decision-making.
• Successful execution of account growth plans.

Qualification Checklist 

• Bachelor's or Master's degree in Business, Engineering, Political Science, Security Studies, Aerospace, or a related field.
• 10+ years of professional experience within the defense, aerospace, security, or government sector.
• Proven experience managing customer relationships and strategic opportunities within the German defense ecosystem.
• Strong understanding of German defense procurement, acquisition, budgeting, and capability development processes.
• Demonstrated ability to navigate complex stakeholder environments involving military organizations, procurement authorities, industry partners, and government institutions.
• Established network across relevant defense stakeholders and decision-makers.
• Track record of identifying, developing, and securing complex opportunities with public-sector customers.
• Strong commercial, strategic, and political awareness.
• Excellent communication, influence, presentation, and negotiation skills.
• Fluent in German and English.

Bonus Skills

• Previous service within the Bundeswehr, particularly in procurement, capability planning, operations, intelligence, space, air, cyber, or innovation-related functions.
• Previous experience managing Bundeswehr, Ministry of Defense, or BAAINBw accounts on behalf of a leading defense, aerospace, or technology company.
• Existing network of senior stakeholders across military, procurement, and ministerial organizations.
• Experience supporting major defense acquisition programs and public tenders.
• Understanding of defense innovation, space, and emerging technology procurement frameworks.
• Security clearance or eligibility to obtain one.

Benefits 

• Employee Participation Program: Share in our success through our virtual company share program
• 30 days of vacation: Enjoy the days off to relax and recharge
• Company pension plan: Secure your future with our company pension plan, featuring a 20% employer contribution after the probation period
• Subsidised lunch: Stay energised with delicious, subsidised lunches every day
• Rental clothing with laundry service: Enjoy hassle-free workwear with our convenient rental clothing and laundry service  
• Sport Clubs membership: Stay fit with our sponsored sports club memberships (EGYM Wellpass)
• Individual learning allowance: Grow your skills with an individual learning budget granted after the probation period
• Childcare allowance: Receive a childcare allowance for your non-school-age children
• Flexible mobility budget: Travel your way with a choice between a fully financed Deutschlandticket, JobRad bicycle leasing, FINN JobAuto, or a fuel allowance
• And Much More! Discover additional perks and benefits when you join our team        
  

Who we are

We are Isar Aerospace and we are at the forefront of New Space building a modern space business to enable faster, better and cheaper access to space.

Our mission is to help democratise space and use it for good in order to improve life on Earth now and for the future generations.

We are a fast-growing company aiming to provide sustainable and environmentally friendly launch solutions for small and medium-sized satellites and constellations into Low Earth Orbit. The company is privately funded by world-leading technology investors with strong commitment and support and our team is made of driven and talented people with a real passion for space innovation.

We're making rockets in a way that hasn't been done before disrupting a traditional industry. If you are up for the challenge, want to work on cutting-edge projects and be part of a team changing the world for better, come, join us and launch your career!

Want to find out more about us?

Visit www.isaraerospace.com

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Disclaimer
Isar Aerospace SE is an equal-opportunity employer committed to fairness and inclusivity. We do not prioritize any specific religion, gender, nationality, or background. Due to security clearance requirements, affiliations with countries listed under § 13 para. 1 no. 17 SÜG may affect the application process. All qualified applicants are encouraged to apply.