דרושים Account Manager Military & Intelligence ב-Cellebrite ב-בריטניה

About the role:

Develop strategic account plans which define sales strategy to position Cellebrite to meet sales objectives year over year. Maintain and generate new contacts within the sector and associated system integrators to build and close sales

Objective:

• To increase new Business (while maintaining recurring business on high performance)
• Plan work to create sales growth, new project acquisition, continued account penetration, and maintain customer satisfaction on a long-term basis
• Demonstrate advanced knowledge of, and management of, procurement and contracting processes
• Develop and nurture existing and new projects within the UK’s strategic command, NATO or GCHQ in order to maintain strong relationships and a have a good understanding of their current and future business needs and directions
• Meet or exceed sales order booking objectives. Build and maintain a pipeline of business opportunities

Responsibilities & Scope of Role:

• Present at multi levels including end users and executive management to develop opportunities and engage in face-to-face meetings with key prospects, customers, and partners.
• Maintain detailed knowledge of Cellebrite software and hardware products, training offerings, competitive products, customer vertical industry, and have in-depth understanding of customer goals. Ability to help customers make future solutions decisions based on product roadmaps.
• Submit accurate and detailed sales forecasts.
• Engage with sales operations, engineering, marketing, and senior management as appropriate.
• Develop and maintain detailed account plans for key customers, recommending new products and services to ensure customer satisfaction
• Exemplify professionalism at all times, and work to become a trusted advisor to customers and partners.

Requirements: :

• Proven successful track record with minimum 5 years experience working in either Military or intelligence.
• Enterprises Sales experience.
• Experience in account management, deep knowledge of the customer, their business and priorities across the organisations at multiple points.
• Demonstrated ability to communicate effectively, orally and in writing, with all levels of the organization and with external contacts. Ability to create and deliver powerful and effective presentations.

Job Overview:

Cellebrite is seeking an experienced and dynamic Pre-Sales expert with expertise in the defence and military sectors to join our team. As part of the pre-sales function, you will play a critical role in providing tailored technical solutions to our military, defence and intelligence clients. You will work closely with the sales, engineering, CX, and operations teams to design and present innovative solutions that meet the unique needs of defence partners, government agencies, and military organizations. You will be responsible for understanding client requirements, delivering technical presentations, managing product demonstrations, and supporting the sales cycle from initial inquiry to closing and deployment within the UK military and defence. The position will require frequent travel (50-70%) and will report to the EMEA North Pre-Sales Manager.

Key Responsibilities:

• Client Engagement : Serve as the primary technical advisor to military and defence clients during the pre-sales process. Engage with stakeholders to understand their mission-critical requirements, providing deep technical insight into Cellebrite products and services.
• Solution Design & Delivery : Collaborate with clients and internal teams to design customized solutions that address specific defence and military operational needs. Ensure that all solutions comply with industry standards, security protocols, and regulatory requirements.
• Product Demonstrations & Presentations : Lead technical demonstrations and presentations of our products, showcasing their relevance and capabilities within military and defence environments. Articulate how our solutions will enhance operational effectiveness, improve security, and address logistical challenges.
• Proposal Development : Support the sales team in creating high-quality proposals, technical documentation, and responses to tenders. Tailor proposals to the unique needs of defence clients, ensuring compliance with strict requirements.
• Proof of Concept (PoC) : Manage and oversee proof-of-concept engagements, ensuring that the product or solution meets the specific operational needs of defence clients in real-world scenarios, such as field testing or simulated environments.
• Security Compliance & Risk Management : Ensure that all technical solutions meet defence industry security standards, and other relevant regulatory frameworks. Address security and risk concerns specific to military applications.
• Sales Enablement : Provide the sales team with technical expertise and resources to enhance their ability to engage with military clients effectively. Help them navigate complex technical discussions, locate new business, and close sales.
• Market Intelligence : Stay abreast of the latest defence industry trends, government policies, and technological advancements. Provide feedback to internal teams to help shape future product offerings and enhance market positioning.
• Collaboration : Work closely with the sales, product, and engineering teams to ensure seamless delivery of military-grade solutions. Assist with developing new solutions based on evolving defence requirements and client feedback.

Key Skills & Experience:

• Military and Defence Expertise : A strong understanding of defence, military and intelligence requirements, including knowledge of government procurement processes, security standards, and operational needs.
• Technical Acumen : Proven experience in the design and delivery of technology solutions, with a deep understanding of the defence technologies relevant to the role (e.g., communications, cybersecurity, surveillance systems, logistics software, etc.). Experience working with Cellebrite technology is preferred.
• Pre-Sales Experience : At least 3-5 years of experience in a pre-sales, solutions engineering, or technical sales role, ideally within the defence or military sector.
• Solution Design & Integration : Experience designing solutions that solve complex military and defence problems.
• Client-Facing Skills : Exceptional communication and presentation skills with the ability to engage senior military personnel, government officials, and defence partners. Experience working with senior stakeholders and decision-makers in the defence sector.
• Security and Compliance Knowledge : Familiarity with military security protocols and regulatory standards such as GDPR, NIST, and other industry-specific certifications.
• Qualifications : A background working with Law Enforcement, Military, or government, experience in engineering, computer science, or a related technical field. Additional certifications in defence-related technologies or security standards are highly desirable.

Desirable Attributes:

• Security Clearance : Eligible or current security clearance for access to classified or sensitive government facilities (e.g., SC, DV) is highly preferred.
• Industry Networking : Strong relationships within the defence industry and an understanding of government procurement cycles and tender processes.
• Problem Solver : Ability to understand complex client challenges and provide creative, yet technically feasible, solutions that meet military requirements.
• Proactive & Client-Centric : Self-motivated and proactive with a deep understanding of the unique challenges facing defence organizations. Focused on providing value and solving problems for the client.



As a Pricing Manager at Cellebrite, you will use your creativity and business acumen to play a critical role in shaping pricing strategy & product/offering pricing for our software and Software-as-a-Service (SaaS) and professional services solutions. You will analyze market trends, customer needs, and competitive positioning to develop pricing models and packaging strategies that maximize revenue and enhance customer value. This role requires an analytical, collaborative strategic thinker.

Responsibilities:

• Design and implement pricing strategies that maximize revenue, profitability, and market share.
• Develop flexible pricing models (subscription-based, usage-based, tiered, etc.) that align with customer buying behavior and enterprise-scale solutions.
• Continuously refine pricing models based on feedback, customer buying behavior, competitive analysis, market dynamics and “ease of doing business” objectives.
• Packaging Optimization: Create and optimize product packages that enhance customer value and drive adoption, ensuring clarity and simplicity in offerings
• Cross-Functional Collaboration:
• Work closely with product management to align pricing with product value propositions, roadmaps, and market positioning.
• Partner with finance to ensure pricing structures support financial objectives, forecasting, and profitability analysis.
• Collaborate with the sales team to ensure pricing models support sales strategies and provide tools for effective price negotiation.
• Equip the sales team with pricing tools, playbooks, and guidance to navigate complex customer pricing discussions.
• Liaise with the marketing team to support go-to-market strategies and promotional pricing initiatives.
• Implement and manage pricing infrastructure, including policies, tools, and pricing documentation.
• Create and maintain a Pricing web presence with enablement tools and Sales support
• Additional projects to further optimize selling and ease of doing business.oration, influencing, and communication skills, with experience working across multiple departments.



• 5+ years of experience as a pricing professional or product management, marketing or finance with pricing experience, preferably in the enterprise software or SaaS industry
• Bachelor’s degree in business, finance, economics, or a related field; MBA, advanced degree or equivalent work experience.
• Experience managing pricing processes, implementing pricing initiatives, and creating pricing process documentation.
• Strong financial acumen with understanding of SaaS revenue models, subscription pricing, software licensing, and enterprise software sales cycles.
• Experience in the Digital Forensics, security, or public sector space a plus
• A curious problem solver.

What we do:

As a Junior Account Executive, you will own the DACH territory and exceed your target through new business activities, whilst supporting us in building a world-class inside sales function that covers the EMEA territory. The Inside Sales team operates out of our EMEA HQ in London 3-days per week.

• Follow up inbound leads and customer referrals to add lots of new logos.
• Direct our SDR team in lead development and generation activities.
• Expand the user base and product estate within your existing customers.
• Support new and experienced channel partners to maximise their output.

What you’ll love about your mission:

You can look forward to engaging daily with customers who make a real difference and solve real world crimes. Our team will dramatically expand our capacity to support any agency and private enterprise who wants to do more with our platform.

• Set the foundation layer of our Inside Sales engine as we look to scale in EMEA.
• Be first in territory and impact our decisions to maximise our investment there.
• Get involved as we adapt our GTM to ensure we continue to wow and delight our users.
• Learn more about how our society investigates and solves crimes digitally.

To be a Junior Account Executive at Cellebrite, you'll need:

• Experience being a foundational member of a fast growing inside sales organisation.
• German Fluency
• 2-5 years of experience in a full sales cycle role.
• Excellent communication and interpersonal skills, both written and verbal.
• Proven ability to achieve and exceed sales targets.
• Self-motivated and results-oriented within a strong, competitive team.
• Proficiency in Microsoft Office and Salesforce or similar CRM.
• Please don't feel shy to apply if you think you have the behaviours, experience and passion for what we’re trying to achieve!