Strategic Account Executive

About Six Robotics At Six Robotics, we build intelligent software that gives Unmanned Aerial Vehicles (UAVs) the ability to collaborate, adapt on the fly, and execute missions that were previously impossible. From our base in Oslo, our team of 90+ engineers, researchers, and defence specialists develops our autonomy and swarm platform, used by both government and industry. Working closely with the Norwegian Defence Research Establishment (FFI) and end users, we move quickly from ideas to field deployment, solving problems where software meets the real world. The challenges we work on don't come with existing playbooks. They demand deep technical thinking, close collaboration across disciplines, and the ability to learn quickly as both the technology and the company evolve. At Six Robotics, every person executes with precision, adapts to changing conditions, and strengthens the team. If you're excited about building systems that matter and growing alongside talented people that push boundaries every day, you'll find no better place to deliver real-world impact. About The Role Six Robotics is scaling its commercial engine to match the scale of our ambitions. We are looking for a high-impact Strategic Account Executive to turn qualified opportunities into strategically important customer wins across an expanding international footprint. This is a senior role for a seller who thrives on complex pursuits, takes personal ownership of the outcome, and knows how to bring the right people together to get a deal over the line. Working alongside our Business Developer and leadership team, you will own a portfolio of high-priority opportunities from qualification through contract signature and expansion. You will create the capture strategy, build trust with decision-makers and end users, and mobilise colleagues across product, engineering, delivery, security, and leadership to meet customer needs and remove obstacles. You will be accountable for progressing your pipeline and closing against a clear quarterly operating cadence, while understanding that the most meaningful defence programmes require patience, credibility, and sustained engagement. This is a land-and-expand role, not a role where you hand an opportunity off once the initial contract is signed. You will lead the commercial process to close: shaping the value case, managing stakeholders, navigating procurement, building internal alignment, maintaining momentum through negotiation and signature - and remain the primary commercial owner of the relationship. You will deepen customer trust, identify follow-on opportunities, and help turn successful deployments into larger, longer-term partnerships. As an early sales hire, you will help establish the pursuit practices, account-growth approach, and commercial operating model that enable Six Robotics to scale. We expect strong personal ownership of strategic deal outcomes from day one, while formal sales processes, quotas, and incentive structures are developed as the function matures. Success after six months looks like a well-qualified, accurately forecast pipeline of strategic pursuits; clear account and stakeholder plans for priority deals; and demonstrable momentum toward signed contracts. You will have earned the confidence of customers and colleagues alike as the person who moves critical opportunities forward. What You Will Do • Own a defined portfolio of strategic accounts, programmes, and opportunities, and build a clear, actionable pipeline around them • Lead the full sales cycle from qualified opportunity and discovery through value definition, proposal, negotiation, contracting, close, and expansion • Build and execute capture plans for priority deals, including account strategy, stakeholder mapping, decision process, competitive position, and clear next steps • Mobilise and lead cross-functional capture teams, drawing in the right technical, product, delivery, security, and leadership resources at the right time • Develop trusted relationships with decision-makers, procurement stakeholders, end users, and relevant partners - from operators to senior defence leadership • Navigate defence procurement processes, tenders, and partner ecosystems while maintaining commercial discipline and deal momentum • Maintain accurate pipeline and opportunity reporting; communicate risks, decisions, and resource needs clearly to leadership • Represent Six Robotics in high-value customer meetings, demonstrations, industry events, and negotiations • Help build the repeatable sales practices and internal collaboration model needed to scale a world-class commercial organisation What we are looking for We believe the right candidate brings We're looking for a commercially rigorous, mission-driven seller who has repeatedly carried a quota and personally closed complex deals. You combine the urgency and ownership of a high-performing enterprise seller with the patience and judgement required in defence. You know that closing is a team sport: you take responsibility for creating momentum, bringing the right internal people into the pursuit, and doing the extra work required to land the deal. You are comfortable operating in an environment where processes are still being built. Rather than waiting for a stage gate or a hand-off, you create clarity, make sound decisions, and move the pursuit forward. You are energised by time with customers and partners, and should expect to travel frequently - up to 50%+ during peak periods - to build the relationships that matter. Must-have qualifications: • 5-10 years of successful B2B, enterprise, or strategic sales experience, including multiple years carrying a new-business quota and closing complex deals • Demonstrable track record of winning material contracts through a disciplined sales process - not solely generating leads, managing partners, or supporting bids • Experience selling into defence, national security, aerospace, or another complex regulated environment • Ability to lead multi-stakeholder pursuits involving senior customer executives, technical users, procurement, legal, and delivery teams • Strong commercial judgement, including qualification, deal strategy, forecasting, negotiation, and contract close • An established network in relevant defence circles, or the ability to build trusted senior relationships quickly The Persona we are looking for: • Intrinsically motivated, resilient, and accountable; you take ownership of deal outcomes and find a way through obstacles • A proactive deal leader who can influence without authority and coordinate diverse internal teams around a shared commercial outcome • Comfortable with ambiguity and able to impose structure, pace, and focus on complex, evolving pursuits • Credible and composed with both operational end users and senior decision-makers • Motivated to join a fast-paced scale-up, take ownership of strategically important accounts, and build something from an early stage Nice to have: • A background in the military, including officer training or equivalent, is a strong plus • Experience with NATO, Nordic, or major European defence markets and procurement environments • Experience selling autonomy, robotics, software, AI, or other technically sophisticated capabilities • An academic background is not a requirement, but may be beneficial. In this industry, experience, judgement, and credibility outweigh formal education Personal fit matters just as much as the CV. We're looking for a specific type of person. Someone with the right instincts, credibility, and presence to operate in this environment, so personal suitability will weigh heavily in our assessment. Why You Should Join Build at the edge of what's possible: You'll work on problems the industry hasn't solved yet, alongside people who are pushing the boundaries of autonomy, AI, and robotics. Grow as fast as the company : We believe that chance favours those in motio