Key Account Leader – Campus

🕒 il y a 8 jours

🇺🇸 États-Unis – Télétravail

💵 $110 000 - $140 000 / an

⏰ Temps Plein

🟠 Senior

💰 Responsable de comptes

🦅 Parrain de Visa H1B

Cette entreprise a parrainé des visas H1B par le passé.

👻 Score fantôme 3%

Ce que ça veut dire : la probabilité que personne ne recrute vraiment pour cette offre.Comment le lire : 60 % ou plus, on pense que c'est une offre fantôme. Un score plus bas est moins inquiétant.Comment on la calcule : ancienneté, republications, postes ouverts vs taille de l'équipe, rapidité de clôture, et si le salaire est indiqué.À noter : une estimation à partir de données publiques, pas un jugement sur l'entreprise. De vraies offres peuvent avoir un score élevé, alors prenez-le comme un indice, pas comme un fait.

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Skydio

Site WebLinkedInTous les Emplois

501 - 1000 employés

Fondée en 2014

🎖️ Défense

🏭 Fabrication

📦 Logistique

💰 €170 000 000 Series E - Skydio en 2024-11

Defense • Manufacturing • Logistics

Skydio est un fabricant de systèmes de drones autonomes qui combinent une intelligence artificielle avancée embarquée, des capteurs et des logiciels cloud pour automatiser le vol pour des missions d'inspection, de sécurité, de sûreté publique et de cartographie. Sa gamme de produits (incluant les X10, X10D, R10, stations d'accueil, et logiciels tels que Skydio Autonomy et DFR Command) est conçue pour une prise de conscience rapide de la situation, des inspections automatisées, la sécurité des sites et des déploiements de Drones en tant que Premiers Intervenants pour les clients gouvernementaux, les services publics et les entreprises. Skydio fournit du matériel, des logiciels et des services intégrés pour permettre des opérations plus sûres, plus rapides et plus autonomes dans des environnements difficiles.

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

🎯 Exigences

• 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

🏖️ Avantages

• 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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