This role will be responsible for identifying, developing, and securing new business opportunities across key defense growth segments, with a primary emphasis on Unmanned Aerial Vehicles (UAVs), Loitering Munitions, Autonomous Systems, Precision-Guided Weapons, Missile Defense Programs, and Next-Generation Defense Platforms. The Strategic Defense Account Manager will establish and grow executive and engineering-level relationships with defense primes, OEMs, Tier-1 suppliers, and emerging defense technology companies while creating a robust pipeline of opportunities that drive long-term revenue growth.
The successful candidate combines technical aptitude, strategic thinking, and proven defense-industry sales experience to position Sensata/BEI Kimco as a preferred supplier of mission-critical motion control solutions.
General Responsibilities
• Leads the direct sales process and achieving sales targets
• Responsible for visits to current and potential clients
• Leads the performing of routine account management activities
• Submits short and long-range sales plans and prepares sales strategies utilizing available marketing programs to reach nominated targets
• Ensures that clients receive high quality customer service
Experience / Qualifications
• A university degree required (i.e. Bachelors degree) or equivalent relevant work experience
• Must be a team player able to work in a fast-paced environment with demonstrated ability to handle multiple competing tasks and demands
• Strong communication skills; oral, written and presentation
• Strong organization, planning and time management skills to achieve results
• Strong personal and professional ethical values and integrity
• Holds self-accountable to achieving goals and standards
• Proficient in Microsoft Office programs (Outlook, Word, PowerPoint, and Excel)
• Strong interpersonal & collaboration skills to work effectively with all levels of the organization including suppliers and/or external customers
Additional Responsibilities:
Business Development & Growth
- Identify and pursue new opportunities for BLDC motors and motion-control solutions across UAV, missile, loitering munition, guided weapon, and autonomous system platforms.
- Lead account penetration strategies within defense primes, subsystem providers, and emerging defense companies.
Strategic Account Management
- Serve as the primary commercial interface for assigned strategic accounts.
- Develop long-term customer growth roadmaps tied to platform and program opportunities
- Coordinate regular customer visits, technical reviews, product demonstrations, and capability presentations.
Defense Market Development
- Monitor defense spending priorities, platform roadmaps, acquisition programs, and emerging technology trends.
- Develop capture strategies for major defense programs and emerging platforms.
Technical & Proposal Leadership
- Collaborate with Engineering, Program Management, Applications Engineering, and Operations teams to develop winning customer solutions.
- Lead commercial strategy for quotations, proposals, and contract negotiations.
Internal Leadership
- Maintain accurate opportunity forecasting and customer activity records within Salesforce.
- Contribute market intelligence, competitive analysis, and voice-of-customer feedback to product roadmap planning.
Additional Experience and Qualifications Preferred
- Aerospace & Defense sales, business development, or strategic account management experience.
- Demonstrated success winning new business with defense OEMs or defense suppliers.
- Experience selling motors, actuators, sensors, motion-control systems, electromechanical assemblies, or aerospace components.
- Existing relationships within UAV, missile, and defense autonomy ecosystems.
- Familiarity with Salesforce CRM and defense market intelligence tools.
- Ability to travel approximately 40-60%.
This position requires eligibility to obtain authorization under the International Traffic in Arms Regulations (ITAR) and/or the Export Administration Regulations (EAR). Non-US Persons, as defined in the ITAR and EAR, may not be eligible to obtain authorization.
Base Salary Range:
$117,360.00 - $161,370.00At Sensata, our employees are the key to our success and growth. We recognize that each individual brings their own unique experience, therefore the base salary range information shown above is a general guideline only. Sensata considers several factors when extending an offer, including, but not limited to, a candidate’s experience and qualifications, as well as internal equity, market and business considerations. In addition to base salary, Sensata offers competitive medical, dental, vision, life and disability insurance plans, along with education reimbursement, wellness programs, a 401(k) retirement plan with Company matching, and a variety of paid time off, such as vacation or flex-time, sick, bereavement, and parental leave. Certain positions are also eligible for short-term incentive and long-term incentive programs.
SmarterTogetherCollaborating at Sensata means working with some of the world’s most talented people in an enriching environment that is constantly pushing towards the next best thing
Employees work across functions, countries and cultures gaining new perspectives through mutual respect and open communication
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Skills Required
- University degree, such as a bachelor's degree, or equivalent relevant work experience
- Ability to work effectively in a fast-paced environment and manage multiple competing tasks
- Strong oral, written, presentation, communication, organization, planning, and time-management skills
- Strong ethical values, integrity, and personal accountability
- Proficiency with Microsoft Office, including Outlook, Word, PowerPoint, and Excel
- Strong interpersonal and collaboration skills with internal teams, suppliers, and external customers
- Aerospace and defense sales, business development, or strategic account management experience
- Demonstrated success winning new business with defense OEMs or defense suppliers
- Experience selling motors, actuators, sensors, motion-control systems, electromechanical assemblies, or aerospace components
- Existing relationships within UAV, missile, and defense autonomy ecosystems
- Familiarity with Salesforce CRM and defense market intelligence tools
- Ability to travel approximately 40–60%
- Eligibility to obtain authorization under ITAR and/or EAR
Sensata Xirgo Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Sensata Xirgo and has not been reviewed or approved by Sensata Xirgo.
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Fair & Transparent Compensation — Total compensation aligns with peer industrial‑tech firms for several U.S. roles, with some titles tracking near or above market norms. This positioning supports a generally acceptable pay experience for many roles.
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Leave & Time Off Breadth — U.S. policies include flexible or “unlimited” PTO and a dedicated paid volunteer-time allotment, broadening time-off options. Company programs also run an annual Day of Service across sites.
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Flexible Benefits — Benefits highlight flexible work schedules and optional telecommuting for certain roles, offering adaptability in how work and time off are managed. Inclusion programs and ERGs further extend non-cash support.
Sensata Xirgo Insights
What We Do
Sensata | Xirgo is a leading provider of innovative, full-featured, application-specific wireless IoT communication devices.
