From Eindhoven to Silicon Valley: all over the world, the most ambitious robotics and AI companies rely on MANUS data gloves. NVIDIA chose MANUS as the native teleoperation input for Isaac Lab, the global standard for embodied AI development. More than 2,000 research institutions and technology companies use our technology.
Our most important customers are no longer labs buying a single set of gloves. They are robotics and AI companies building humanoid platforms and soon setting up dozens to hundreds of data collection stations. That shift from pilot projects to fleets is the most significant commercial trend right now. That’s what this role is all about.
Role Description
MANUS works with two types of accounts: key accounts, which we serve directly, and channel accounts, which are managed through partners. You will be responsible for a defined portfolio of key accounts.
You have two tasks at the same time: protecting what we have and expanding what’s possible.
Protecting means that a significant portion of current revenue rests in your hands. These relationships were built by the founders and by colleagues who are now handing these accounts over to you. You’ll take over these relationships in phases, without the customer noticing the transition—except that things will get better.
Expanding means making the leap from pilot to standard equipment. For most clients, this isn’t a product discussion but an operational one: how many operators, how many stations, which locations, what budget. You understand the client’s robotics program better than the average supplier and build a multi-year account plan around it.
You switch effortlessly between a conversation about raw sensor data with an engineer and a discussion about rollout and TCO with a VP. You’re not just an order taker—you’re the person who knows what’s really going on with that customer.
You report to the Sales Director for North America and work closely with the Channel Account Manager, R&D, product, and support. MANUS is small enough that you roll up your sleeves and get to work, and large enough that you don’t have to do it alone.
Your responsibilities
Account Strategy and growth
● Ownership of a portfolio of key accounts: relationships, revenue, forecasting, and multi-year growth
● Develop and maintain an account plan for each account: customer program, stakeholder map, expansion roadmap, and risks
● Convert pilots into structured rollouts, with success criteria documented and agreed upon in advance
● Open up new teams, departments, and locations within existing accounts
● Secure contract renewals, license expansions, spares, and consumables on a structural basis
● Establish and manage blanket orders with tight delivery schedules, ensuring clear communication in close collaboration with Inside Sales.
Besides the clients
● Carefully and visibly manage the handover of existing relationships
● Be on-site where it matters: installations, evaluations, quarterly reviews, and escalations
● Identify early when a customer is moving towards in-house development or a competitor, and take action accordingly
● Bring the voice of the customer back into the organization: what isn’t working, what is missing, and what comes next
Besides the business
● Together with R&D and Product, assess which customer requests warrant inclusion in the roadmap and which do not
● Together with Support and Operations, ensure that lead times, RMAs, and response times for these accounts are on track
● Align with Channel on where a partner is a better route than going direct
● Create constructive pushback: say no to custom work without a volume commitment, and explain why
Discipline and Forecast
● Keep HubSpot fully up to date: everything you know about an account is documented in the system, not just in your head
● Provide a reliable quarterly forecast, supported by documented evidence rather than intuition
● Report unit volume and revenue separately
● Consistently document wins/losses, including the competitor involved
Your first year
● Fully take over all transferred accounts: relationships mapped out, with no loose ends from the previous situation
● An account plan for each key account, supported by both the customer and internal stakeholders
● Measurable progress from pilot to fleet deployment across at least [X] accounts
● Retain the existing revenue base, demonstrably, with no erosion during the transition
● Open new teams, locations, or departments within existing or new accounts
● Complete and up-to-date account data in HubSpot, with no backlog
Our ideal candidate
We’re not looking for an account manager who simply maintains relationships and waits for the next order. We’re looking for someone who understands a client’s program so well that expansion becomes a natural next step rather than something that has to be sold. Someone who is equally comfortable working with an engineer as with a VP.
● Minimum 5 years of experience in key account management or complex technical B2B sales
● Demonstrated experience with long sales cycles and multiple stakeholders per account
● Experience with a combined hardware and software licensing model is a plus
● Affinity with robotics, AI, motion capture, XR, or related deep tech; you don’t need to be an engineer, but you do need to be technically credible
● Experience taking over and growing existing relationships, not just new business development
● Strong organizational skills: account planning, forecasting, and CRM discipline; HubSpot experience is a plus
● Strong enough analytical and numerical skills to present a business case and TCO proposition to the customer
● Able to say no to a customer while strengthening the relationship as a result
● Excellent English, both written and spoken; Dutch is a plus
● Willingness to travel internationally approximately 25–35% of the time, with a focus on North America
● Comfortable working across time zones and typically being present at our Eindhoven office at least 3 days per week
What we offer
