Regional Account Manager - Baltics at Robin Radar

Radar that stops drones, protects airports, infrastructure and events. At Robin Radar, the tech is real, and so is the impact. We're looking for a Regional Account Manager who thrives in complex sales cycles, knows how to build trust with defense and government clients, and is ready to grow our footprint across their region. In this role, you own a portfolio of customers and partners in your assigned region. You manage long-term account plans, keep the sales funnel moving, and stay close to day-to-day customer operations, all while actively hunting new opportunities. You report to the Head of Sales. RESPONSIBILITIES - Lead sales efforts for drone detection radar solutions in your region, targeting Defense & Security customers and partners; - Build and maintain lasting relationships with assigned accounts worldwide, you're their main point of contact and trusted advisor; - Develop and execute market plans that keep existing customers engaged and attract new prospects; - Translate customer needs into realistic solutions, set up account plans, and make sure delivery is smooth and on time; - Drive pipeline growth through in-person and virtual meetings; represent Robin Radar at conferences, demos, and industry events; - Forecast and track KPIs, opportunities, profitability, annual targets, and own your numbers; - Negotiate and close new and renewal contracts; hit and exceed annual sales targets; - Coordinate internally with Sales, Tech Sales, Project Management, Service & Support, and Marketing to make sure customers get answers fast; - Gather market intelligence on the C-UAS industry and feed insights back into the business; - Act as a brand ambassador, spread Robin Radar's reputation among technology partners and distribution channels. REQUIREMENTS - Bachelor's or Master's degree in Business Administration, Marketing, Finance, Engineering, or a relevant field; - 5+ years of experience as an international Sales or Account Manager in a Defence & Security environment; a military or public safety background is an advantage; - Proven track record with complex, long-cycle tenders, solution sales, and pipeline management, experience with HubSpot is a plus; - Analytical thinker with strong attention to detail, assertiveness, and a 'getting things done' mentality; - Excellent cross-cultural communication skills, written, verbal, and in presentations; - Passion for technology: you don't need to be an engineer, but you understand it and can explain it; - Based in your region near a major international hub, no relocation required; - You are located in one of these countries; Estonia, Latvia, Lithuania; - Fluent in local language and English at business level (written, verbal, presentations); Additional languages are a bonus; - Willingness to travel up to 40% of the time. N.B. All applicants, we realize that this is quite the list and people come with various levels of experience. Don't be afraid to apply even if you feel you don't meet every desired skill. Our mission is a journey and there's plenty to learn on the way! But of course, you should identify with our core values: We trust, We own it & We aim high. Also please be aware that we will request a Certificate of Conduct (VOG) and conduct a background check according to our screening policy. We appreciate your understanding and cooperation in this matter. WHAT'S IN IT FOR YOU - Working for a Great Place to Work® [Upgrade to PRO to see link] company; - Comprehensive pension plan; - Commuting allowance: our teams work hybrid and this role involves occasional travels; - 30 days of paid holiday leave (with the possibility to buy 3 additional days); - Opportunities to develop your skills even further through training and certifications; - High quality laptop/desktop, monitor, noise canceling headphones, and any other equipment necessary for your role; - An international team of 30+ nationalities, full of high performance colleagues you can exchange experiences with and learn from. As well as having a lot of fun in our social events and Friday drinks! Robin is a technology leader in tracking and classification of small objects. Our mission is to increase the safety of people and wildlife by preventing bird strikes in aviation, reducing the environmental impact of wind farms, and protecting humans and critical infrastructure against drones. We achieve this by combining purpose-built radars with unique software algorithms. This powerful combination allows us to provide actionable information that empowers users to prevent serious incidents. We’re growing. Fast. In fact, we are one of the top 10 fastest‑growing companies in the Netherlands. But despite this growth, we stay true to our core values of trust, ownership and aiming high. At Robin, you don’t join just a team. You join a collective of bright minds driven by the belief that ‘doing things better’ is a continuous challenge. Want to work on next-level radar tech, solve real problems, and never have to pretend your job has meaning? You’ll fit right in, we’re saving you a seat.