---
title: 'Account Manager, Unmanned Solutions at TrellisWare Technologies'
canonical: 'https://feeny.ai/job/account-manager-unmanned-solutions-trellisware-technologies-utrecht-apmrcqgg5zzr'
type: 'job'
last_seen: '2026-11-04'
---

# Account Manager, Unmanned Solutions at TrellisWare Technologies

- **Company:** TrellisWare Technologies
- **Location:** Utrecht, Netherlands
- **Posted:** 2026-10-30
- **Last confirmed live:** 2026-11-04
- **Apply:** https://job-boards.greenhouse.io/trelliswaretechnologies/jobs/4466560009

## Job description

TrellisWare launched in 2000 with an innovative culture striving to push technological boundaries in the area of wireless communications. We are now a worldwide leader in highly advanced algorithms, waveforms, and communications systems that range from small form factor radio products to fully integrated solutions.

At TrellisWare, we connect passion with purpose and together we make an impact- on our careers, our company, and the world. And you can too. If you love to innovate and collaborate in a dynamic environment where boundaries are being pushed, you belong at TrellisWare. Where the opportunity to serve is not a challenge but a gift. Where you’re never going alone. Because there’s too much at stake to go solo.

Our Business Development Team is seeking an Account Manager, Unmanned Solutions. You would be responsible for executing the business development and capture strategy for TrellisWare’s unmanned solutions market in alignment with the company’s strategic and marketing goals. This role will focus on expanding the adoption of TrellisWare resilient communications technologies across unmanned aircraft systems, uncrewed ground vehicles, maritime and subsurface platforms, autonomous systems, and associated command-and-control applications.

Maintaining strong visibility in the sales development process and effectively qualifying and prioritizing opportunities will be key to success in this role. Responsibilities will include identifying new opportunities, developing and maintaining relationships with customers and partners, validating customer funding, identifying contract vehicles, understanding buying trends across customer segments, and providing useful market information back to TrellisWare to inform market expansion, product development, and new product introductions.

Enhancing cohesiveness and maintaining team morale is a responsibility of all our team members, as is the ambition for self-improvement and talent development. Through this dedication to unity and professional advancement, each team member is directly impacting the successful outcome of TrellisWare’s deliverables and setting the tone for our core values of delivering excellence, pushing boundaries, and empowering people.

The essential duties and responsibilities include:

- Meets business development objectives for contract awards involving established TrellisWare products, modules, licenses, and integrated solutions within the unmanned systems market.
- Encourages new and innovative use cases for TrellisWare offerings across unmanned and autonomous platforms.
- Drives overall market interest in TrellisWare technology to meet company strategic objectives, including opportunities involving partner products that generate license, module, and radio revenue.
- Identifies and leads capture efforts, including customer and opportunity cultivation, internal opportunity summaries, sales presentations, demonstrations, proposal writing, and costing inputs based on customer requirements and known budget constraints.
- Interfaces with customers and internal management on new opportunities and maintains a three-times target pipeline on a rolling twelve-month basis and an actionable six-month forecast.
- Analyzes and articulates new business and market opportunities in terms of market size, priority customer segments, key platform manufacturers and integrators, required partnerships, and strategies to secure anchor customers.
- Identifies key conferences, trade shows, technical demonstrations, and industry events. Works with Marketing on required messaging, company participation, and staffing.
- Develops and manages relationships between the company and target customer organizations from initial contact through fulfillment.
- Builds relationships with unmanned platform manufacturers, autonomy providers, systems integrators, government program offices, research organizations, and end users.
- Interacts with and presents to customers at various levels, ranging from technical stakeholders and operators to senior decision-makers and acquisition leadership.
- Identifies opportunities and potential competition, documents key customer requirements obtained from meetings with customers and decision-makers, and validates those requirements against internal product development initiatives.
- Coordinates customer demonstrations, platform integration activities, and events with the Field Service team and other internal stakeholders.
- Identifies and submits customer bailment requests for equipment loans.
- May participate in product-level training and product demonstrations, including basic field operation, platform integration discussions, and basic application troubleshooting.
- Works with Marketing and Product Managers to articulate emerging customer requirements, integration challenges, and concerns related to TrellisWare products and the broader unmanned systems market.
- Provides market feedback regarding platform size, weight, power, throughput, latency, network resilience, interoperability, and other mission-driven requirements relevant to unmanned applications.
- Performs other duties as assigned.
- Develops relationships with team members built on trust and respect.

Education and work experience requirements are:

- Four-year technical degree or equivalent military service, sales, capture-management, or unmanned systems experience.
- At least ten years of overall experience in the field and five years of related experience in the market or technology segments identified.

To be considered for this position, you would need to meet, at a minimum, the knowledge, skills, and abilities listed here:

- Demonstrates a strong understanding of the military communications and unmanned systems markets, including key customers, program offices, platform manufacturers, systems integrators, autonomy providers, and technology partners.
- Understands the operational and technical requirements associated with unmanned aircraft systems, uncrewed ground vehicles, maritime systems, subsurface platforms, and other autonomous or remotely operated systems.
- Demonstrates familiarity with resilient communications, mobile ad hoc networking, command-and-control architectures, and datalink requirements for unmanned platforms.
- A known track record of business development or capture-management success within the unmanned systems, tactical communications, autonomy, robotics, defense technology, or related markets is preferred.
- Ability to comprehend complex signal-processing, networking, systems-integration, and engineering concepts at the level necessary to explain them to customers in simple, understandable ways.
- Ability to support marketing, sales, and business development pursuits as needed.
- Ability to draft product and application proposals and quotes, conduct market analysis, develop sales projections, and create key-account approach plans within the assigned market area.
- Familiarity with the design, manufacturing, testing, integration, and sales procedures for handheld, embedded, and platform-integrated radio products.
- Familiarity with wideband networked military and commercial communications products, unmanned systems integration, and government contracting is a significant plus.
- Works independently, demonstrates initiative, and interacts effectively with engineering, product-management, field-service, marketing, and business-development teams.
- Ability to build long-term relationships with internal and external customers.
- Demonstrates documentation skills and proficient with PC office applications.
- Demonstrates strong written and verbal communication skills.
- Strong collaborative drive and interpersonal skills.
- Strong initiative, proactive work ethic and prioritization skills.
- Trustable judgement and analytical problem-solving skills.
- Effective execution and decision making.
- Champion of change and promotes innovation.

The physical demands described here represent those that must be met in order to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable those with qualified disabilities.

- Able to frequently sit, stand, walk, use hands to fingers, handle or feel, reach within hands and arm’s length, stoop, kneel, and crouch, talk and hear.
- Regularly required to sit for extended periods of time; frequently required to use office equipment such as PC, printer, telephone, etc.
- Able to regularly lift and/or move up to 5 kilograms, frequently lift and/or move up to 12 kilograms, and occasionally lift and/or move up to 23 kilograms.
- Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and ability to adjust focus.

Additional requirements are:

- Must be an EU resident.
- Must speak at least one European language besides English.
- Must have ability to travel internationally (~50%) to facilitate on-site integration and partner engagement.

Employment terms and requirements include:

- This is a full-time position approved for remote work within the Netherlands, except when travel is required for business purposes. Employees must reside in the Netherlands and have the legal right to work in the Netherlands throughout their employment.
- Due to collaboration requirements with our U.S. Pacific Time headquarters, this role may require working hours outside standard local business hours.

Disclaimers

- The above statements are not intended to be an exhaustive list of all responsibilities, duties and skills required of personnel so classified. Nothing in the job description restricts the company's right to change, assign, or reassign duties and responsibilities at any time for any reason.

- Our compensation approach is designed to be competitive and equitable across the markets in which we operate. Compensation is benchmarked against local market conditions and considers the role, geographic location, relevant experience, skills, and qualifications.

- As part of our onboarding process, we conduct background checks, where legally permitted and appropriate for the role, in accordance with applicable laws, regulations, and privacy requirements.
- By submitting your application, you acknowledge that TrellisWare Technologies may collect, process, use and obtain your personal information for recruiting and hiring purposes in accordance with applicable data protection and privacy laws. Please review our [Employee-Applicant Privacy Notice](https://www.trellisware.com/wp-content/uploads/2023/06/TW-CCPA-CPRA-Employee-Applicant-Notice.pdf) for more information.

*TrellisWare Technologies, Inc. is an EEO/AA/Disability/Vets Employer.*

Check out the [Careers page](https://www.trellisware.com/careers/) for more information about working at TrellisWare Technologies.

## About TrellisWare Technologies

## Company Overview
- **One-liner**: TrellisWare Technologies is a global leader in highly advanced algorithms, waveforms, and communications systems, delivering resilient, mission-critical connectivity for military, government, public safety, and commercial customers when traditional communications fail.
- **Entity Type**: Private (funding stage not publicly disclosed; bootstrapped origins)
- **Headquarters**: San Diego, California, United States
- **Founded**: 2000
- **Founders**: Four co-founders (names not listed on public sources) who spun off from Viasat, Inc.

## Core Business
- **Primary industry**: Telecommunications / Defense & Tactical Communications / Wireless Networking
- **Target customers**: B2B, B2G – primarily government and defense agencies, public safety organizations, and commercial enterprises requiring reliable, secure communications in harsh environments.
- **Mission or purpose statement**: “Delivering the next generation of communications to military, civilian, and commercial markets — today.” Core values: Delivering Excellence, Empowering People, Pushing Boundaries.

## Products & Services
- **TSM® Waveform**: The standard Mobile Ad Hoc Networking (MANET) waveform, fielded in over 225,000 systems. Runs on TrellisWare radios and a wide ecosystem of partner platforms. Supports simultaneous voice, data, video, and Position Location Information (PLI) with high scalability (hundreds of nodes) and low spectrum usage. [trellisware.com](https://www.trellisware.com/)
- **Katana™ Waveform**: Next-generation resilient narrowband waveform designed for highly contested RF environments, providing seamless connectivity from permissive to contested settings. [trellisware.com](https://www.trellisware.com/)
- **Software Defined Radios (SDRs)**: Multi-waveform, broad-spectrum radios in small form factors to fully integrated solutions, supporting multiple waveforms and future technology insertion. [trellisware.com](https://www.trellisware.com/)
- **Partner Ecosystem**: TSM and Katana waveforms are integrated into trusted third-party radios and unmanned systems, creating a multi-vendor interoperability standard (Trellis//Sphere®). [trellisware.com](https://www.trellisware.com/)
- **Research & Development**: Advanced R&D programs in Software Defined Heterogeneous Networking (SDHN), Cognitive Networking, Distributed Signal Processing, and Dynamic Spectrum Access. [trellisware.com](https://www.trellisware.com/)

## Market Standing
- **Valuation/Market Cap**: Not publicly disclosed (private company)
- **Key Metric**: Annual revenue estimated at $7.0M (LinkedIn data, likely third-party estimate; not officially confirmed). Over 225,000 systems fielded worldwide. [LinkedIn](https://www.linkedin.com/company/trellisware-technologies)
- **Notable Investors/Partners**: Not publicly listed; partner ecosystem includes major defense contractors (e.g., L3Harris, General Atomics, Northrop Grumman, Viasat) and government agencies. [LinkedIn](https://www.linkedin.com/company/trellisware-technologies)
- **Growth Signals**: Headcount of 185 employees, +14.1% year-over-year growth. Active job postings: 23 (yearly increase of +130%). Presence in Mexico, Poland, and Germany. LinkedIn followers growing +23.2% year over year. [LinkedIn](https://www.linkedin.com/company/trellisware-technologies) [Greenhouse](http://job-boards.greenhouse.io/trelliswaretechnologies)

## Competitive Advantages
- **Proven, fielded technology**: 225,000+ systems deployed in real-world military and public safety missions.
- **Interoperability standard**: TSM waveform is the “universal language” for a massive ecosystem of tactical radios and unmanned systems, reducing vendor lock-in.
- **Resilience**: “When Nothing Else Works™” – designed to operate in extreme conditions (tunnels, ships, urban, mountainous, contested RF environments).
- **True SDR architecture**: Waveforms can run on multiple partner radios, enabling flexible and future-proof deployments.
- **Broad spectrum & mobility**: Single radio covers UHF, L-Band, and S-band frequencies.

## Strategic Focus
- **Expanding unmanned solutions**: New director of unmanned solutions appointed, indicating growth in drone/UAV markets.
- **International growth**: Establishing presence in Asia Pacific (Manila office) and Europe (Utrecht, Netherlands).
- **Continuous R&D investment**: Developing next-generation waveforms (Katana) and advanced networking capabilities to meet peer threats.
- **Ecosystem growth**: Growing the Trellis//Sphere® partner program to include more platforms and sensors.

## Why Work Here
- **Cutting-edge technology**: Work on advanced wireless communications, signal processing, and networking for mission-critical applications.
- **Culture of impact**: “We are inspired TO SERVE” – employees contribute directly to tools used by warfighters and first responders.
- **Hybrid work opportunities**: Flexible schedule with hybrid options available. [trellisware.com/careers/](https://www.trellisware.com/careers/)
- **Generous benefits**: Generously subsidized healthcare (PPO with low deductible), dental, vision, life insurance, disability, 401(k) with pre-tax and Roth options, generous paid vacation, holidays, sick leave. [trellisware.com/careers/](https://www.trellisware.com/careers/)
- **Wellness & fitness**: Onsite gym, fitness reimbursements, free weekly yoga, hiking trails access, ping pong, foosball, basketball court, ergonomic assessments, fully-stocked breakrooms. [trellisware.com/careers/](https://www.trellisware.com/careers/)
- **Professional development**: Leadership development, training programs, education reimbursement, access to financial planner, lunch-and-learns, Tech Talks (TrellisWare University). [trellisware.com/careers/](https://www.trellisware.com/careers/)
- **Strong engineering community**: Diverse teams (RF, digital, software, mechanical, systems) solving hard problems in a collaborative, fast-paced environment. Monthly celebrations, charity participation, and social events. [trellisware.com/careers/](https://www.trellisware.com/careers/)

## Sources
1. [trellisware.com – Company Overview](https://www.trellisware.com/)
2. [trellisware.com – About Us](https://www.trellisware.com/company/)
3. [trellisware.com – Careers Page](https://www.trellisware.com/careers/)
4. [LinkedIn – TrellisWare Technologies](https://www.linkedin.com/company/trellisware-technologies)
5. [Greenhouse – Jobs at TrellisWare](http://job-boards.greenhouse.io/trelliswaretechnologies)

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