Senior Technical Account Manager

We are seeking an accomplished Senior Account Manager to drive strategic growth by engaging with operational and senior leadership of Fortune 500 enterprises. This role focuses on new logo acquisition, client expansion, and managing complex, high-value deals spanning both professional services and robotics. The ideal candidate brings strong business acumen, a proven background in enterprise and key account sales, and the ability to foster long-term partnerships while thriving in a fast-paced startup environment. You will be responsible for selling Cobot’s Proxie robot and Flywheel professional services, enabling clients to achieve compounding transformational outcomes.

Key Responsibilities:

• Develop and manage a portfolio of strategic accounts, driving growth and building high-value relationships with Military Officials, Public Sector, & C-level executives, while establishing credibility with mid-level operational leaders.
• Conduct comprehensive needs assessments and deliver customized solutions that clearly articulate the strategic value of our offerings.
• Lead the deal process, including client visits, proposal development, negotiation, and closing, while collaborating with Cobot’s internal teams to ensure successful outcomes.
• Collaborate with the VP of Technical Strategy to stay informed on industry trends, emerging technologies, and evolving customer needs, refining and enhancing sales strategies accordingly.
• Work closely with the VP of Customer Success to maintain and grow long-term client partnerships, positioning Cobot as a trusted advisor for high-impact, enterprise-wide solutions.
• Demonstrate the ability to read and adapt to various audiences, building trust and effectively aligning solutions to client goals.
• Maintain organized records in CRM systems, strategically manage the sales pipeline, and report performance metrics to the leadership team.

Minimum Qualifications:

• 5+ years of experience in enterprise or key account sales, with a focus on complex, high-tech B2B environments.
• Proven success in working through long sales cycles that involve multiple decision-makers and perceived risk aversion.
• Demonstrated experience working with military, defense, or public sector clients.
• Strong understanding of government contracting, procurement frameworks, and compliance standards.
• Experience selling high-technology or transformational systems, with the ability to engage confidently with both military officials, public sector executives, and operational stakeholders.
• Strong business acumen, with the ability to understand and prioritize strategic client needs and pivot as necessary.
• High emotional intelligence (EQ) to build trust and adapt communication styles to varied audiences.
• Exceptional organizational and prioritization skills for managing multiple high-value accounts.
• Excellent written and verbal communication skills, with the ability to influence at all organizational levels. Familiarity with AI tools for sales enhancement is preferred.
• Willingness to travel up to 50%

Preferred Qualifications:

• 7+ years of experience in enterprise or key account sales, with a focus on complex, high-tech B2B environments.
• Security clearance or eligibility for clearance is a plus.
• Familiarity with DoD procurement cycles & systems, SBIR/STTR programs, government grant mechanisms & systems (fedRAMP, CMMC).
• Background in management consulting, large-scale automation sales, enterprise ERP, robotics, or manufacturing systems.
• Experience working with global enterprise clients or significant exposure to international business environments.
• Military or public sector experience, or exposure to diverse business environments, is a plus. 
• A focus on building and nurturing long-term client relationships, emphasizing strategic impact over short-term gains.
• Robust business acumen applied at different levels of decision makers from senior management to technical architects
• Familiarity with robotics, automation, and AI technologies, and the ability to engage senior leadership in meaningful discussions on these topics.
• Evidence of rapid career progression or success in dynamic, high-growth environments.

The base salary range for this position is $170,000-$190,000 plus variable pay, equity, and comprehensive benefits. Our salary ranges are determined by role and experience level. The range reflects the minimum and maximum target for new hire salaries for the position in Santa Clara, CA. Within the range, individual pay is determined by additional factors, including job-related skills, experience, and relevant education or training.