Key Account Leader – Campus

🕒 6 days ago

🇺🇸 United States – Remote

💵 $110k - $140k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

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This company has sponsored H1B visas in the past.

👻 Ghost score 4%

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Skydio

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2014

🎖️ Defense

🏭 Manufacturing

📦 Logistics

💰 $170M Series E - Skydio on 2024-11

Defense • Manufacturing • Logistics

Skydio is a manufacturer of autonomous drone systems that combine advanced onboard artificial intelligence, sensors, and cloud software to automate flight for inspection, security, public safety, and mapping missions. Its product family (including the X10, X10D, R10, docking stations, and software such as Skydio Autonomy and DFR Command) is designed for rapid situational awareness, automated inspections, site security, and Drone-as-First-Responder deployments for government, utilities, and enterprise customers. Skydio delivers integrated hardware, software, and services to enable safer, faster, and more autonomous operations in challenging environments.

📋 Description

• Own a territory within a national segment of large universities and colleges with dedicated police departments • Find opportunities, run full-cycle deals, and close them against quota • Develop and execute a territory plan • Report to the Key Account Director, Campus • Collaborate with Sales Engineering, Business Development, Channel, Marketing, Strategic Relationships, Government Relations, and Mission Success • Generate pipeline through outbound activity, events, and partners • Identify institutions likely to move and shape purchasing criteria • Run deals from discovery, demonstration, proof of value, proposal, procurement, and approval through award • Qualify opportunities with MEDDPICC rigor • Build consensus among chiefs, public-safety vice presidents, general counsel, risk, procurement, and student and faculty governance • Sell against incumbent platforms and challengers, including displacement and account-defense plays • Build procurement-, legal-, and community-ready business cases • Sell with and through channel partners and structure deals to secure customer approval • Coordinate internal teams toward common outcomes • Hand off awarded customers to Mission Success while remaining engaged for account growth • Maintain honest forecasts and clean pipeline data • Use AI tools daily for institution research, call preparation, RFP responses, and pipeline analysis, with human review before customer delivery • Share competitive intelligence, product gaps, and purchasing trends with the team • Plan around academic calendars and budget windows • Use cooperative and system-wide contract vehicles to shorten award timelines • Help create the Campus segment sales playbook

🎯 Requirements

• 3+ years carrying an individual quota in enterprise software, hardware, or SaaS sales • Attainment that can be stated year by year, including missed years and corrective actions • Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract • Record of building own pipeline and knowledge of sourced closed business • Disciplined qualification and trustworthy forecasting • Fluency selling with and through channel partners • Daily, systematic use of AI tools • At least one AI workflow, analysis, or tool built or changed in the last two years that measurably improved performance • Presence with institutional leadership and high personal integrity under quota pressure • Ability to travel at least 50% of the time • Based in the NW, SE, NE, or SW region of the United States • Experience selling to institutional customers with wide buying committees, such as higher education, healthcare, or government • Preferred: experience in higher education or public safety, including law enforcement, fire, or emergency management • Preferred: experience selling into public universities or other public institutions, with knowledge of procurement and budget cycles • Preferred: AI tool used by other people and ability to discuss its initial shortcomings • Preferred: ability to explain non-sales topics in plain language and learn quickly • Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace • Preferred: UAV, robotics, or emerging technology background • Comfort in a fast-moving environment • For positions located in the United States, employment eligibility is confirmed through E-Verify

🏖️ Benefits

• Equity in the form of stock options • Comprehensive benefits package • Relocation assistance may be provided for eligible roles • Group health insurance plans • Paid vacation time • Sick leave • Holiday pay • 401K savings plan • Opportunity for regular, full-time employees to benefit from company success through equity

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