Account Manager - Commercial & Defense Tech

About OneArc

OneArc is a global leader in high-fidelity military simulation, synthetic training environments, and digital twin technology supporting NATO defense powers and their allies worldwide. We develop scalable solutions that ensure our armed forces are prepared for the complex missions of today and tomorrow.

Position Overview: Account Manager - Germany (Commercial & Defense Tech)

OneArc is expanding its European sales presence to capture high-value commercial and technological opportunities across Germany. We are seeking an entrepreneurial and results-driven Account Manager / Account Executive to lead our commercial engagements with defense contractors, primes, and the fast-growing ecosystem of defense-tech startups. You will report to our Senior Director Sales - Europe.

In this role, you will move beyond legacy, rigid capture cycles to drive agile commercial growth. You will strengthen and scale our product ecosystems with leading defense OEMs while aggressively expanding our footprint within the vibrant, well-funded Germany defense tech and startup sector (such as autonomous systems, AI, and mission-tech pioneers).

By embedding OneArc's world-leading simulation software, synthetic training environments, and digital twin technology into their core offerings, you will establish OneArc as the foundational platform for modern mission readiness.

Candidate Profile

A high-energy, commercial sales professional who combines a proactive "Hunter" mentality with sharp commercial discipline and consultative credibility:

• Proactive Sales Professional: You thrive in autonomy, creating your own momentum. Rather than waiting for formal tenders, you map ecosystems, initiate senior-level dialogues, and uncover unmet customer needs.
• Strategically Agile: Equally adept at navigating multi-tiered procurement within established primes and moving at startup speed with founder-led defense tech ventures.
• Credible and Influential: You quickly earn the trust of military stakeholders, defense prime engineering directors, and startup CTOs, speaking their operational and technical language.
• Entrepreneurial Operator: You take pride in deal velocity, removing organizational friction, and closing business with minimal red tape.
• Collaborative Partner: You work closely with European Solutions Engineering, Product Management, and Sales leadership to design winning commercial packages.

Key Responsibilities & Impact

• Drive Commercial Revenue Growth: Identify, qualify, and close high-value software licenses, subscriptions, and integration agreements across commercial defense accounts in Germany.
• Embed with High-Growth Defense Startups & SMEs: Proactively target Germany’s fast-growing defense-tech startup and SME ecosystem (such as Stark Defense, autonomous systems, AI, and mission-tech pioneers). Partner with emerging hardware, drone, AI, and robotics builders during their early growth phases to integrate OneArc's simulation stack as their standard synthetic development environment.
• Deepen Primes & OEM Relationships: Expand OneArc's commercial presence across key defense primes and system integrators (Airbus, KNDS, Rheinmetall Electronics) where opportunities remain untapped.
• End-to-End Deal Ownership: Manage the complete sales cycle from prospecting, qualification, and solution demos through to pricing proposals, commercial negotiation, and contract closure.
• Market Intelligence & Military Alignment: Stay attuned to military modernization priorities to position OneArc's COTS software for critical procurement programs.
• Cross-Functional Execution: Collaborate with our European Solutions Engineering team to tailor customer demonstrations and proof-of-concepts, ensuring rapid response times to customer inquiries.
  
  

Demonstrable Track Record

• Proven B2B Sales Success: Demonstrable track record of meeting or exceeding revenue targets in enterprise software, defense simulation, high-tech systems, or related complex technology sales.
• Market Network: Established network or proven capability to engage with local defense contractors, commercial aerospace/defense OEMs, or dual-use technology firms across Germany.
• Commercial Acumen: Strong command of pricing models, software licensing, proposal development, and commercial contract negotiations.
• Nice to have: Military background, Simulation software sales experience.
  
  

A Modern Mindset

• Technologically Savvy & AI-Enabled: Comfortable leveraging modern productivity tools, digital workspaces, and AI-assisted workflows to accelerate market research, customer outreach, and deal velocity.
• Adaptive & Self-Directed: Operates effectively in a remote/hybrid setup with high self-discipline and minimal micromanagement.
• Intellectually Curious: Eager to master simulation capabilities (VBS4, VBS Blue IG, Mantle, HLA/DIS interoperability) and articulate their value proposition to non-technical and technical audiences alike.
• Fluency & Cultural Agility: Fluent professional English, with the ability to bridge commercial rigor with OneArc's international culture.
  
  

Qualifications & Skills

• Education: Relevant bachelor’s degree in Business, Engineering, Computer Science, or equivalent commercial experience.
• Experience: 5 to 10+ years of proven success in B2B technology sales, account management, or business development.
• Industry Knowledge: Strong familiarity with defense, aerospace, simulation & training, dual-use technology, or mission systems.
• Languages: Native German or professional business fluency in German (C1/C2) and fluent professional English (written and verbal).
• Security: Eligibility for NATO / national security clearance if required.
  
  

Working Conditions & Perks

• Environment: Remote / Home-office based in Germany.
• Travel: Regular travel across Germany (Munich, Berlin, Koblenz, Hamburg, etc.) for client engagements and defense conferences, with occasional travel to European offices.
• Flexible Hybrid/Remote: Work with an autonomous, high-caliber international team.
• Competitive Package: Competitive base + performance bonus/commission, pension scheme, and comprehensive benefits.