Senior Key Account Manager (DACH)

Department: Sales & Business Development  ·  Locations: Vienna, Headquarter  ·  Remote status: Fully Remote

Why Unwired?

Have you experienced slow (or non-existent) WiFi in the train? The passenger information screens turn black? The door sensor not working?

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.

Own our Key Accounts in Germany, Austria, and Switzerland (rail, bus operators, vehicle OEMs, and system integrators) as their long-term commercial partner.

What you’ll do

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 in solving customer problems

What we offer

• Base salary range 70–90k € 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
• All overtime compensated fairly, no all-in contracts
• Growth opportunities; develop into 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 ☕