Enterprise Account Manager

🕒 March 24

🇺🇸 United States – Remote

💵 $300k - $360k / year

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

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Skydio

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2014

🔧 Hardware

🤖 Artificial Intelligence

🔐 Security

💰 $170M Series E - Skydio on 2024-11

Hardware • Artificial Intelligence • Security

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 and execute the overall account strategy for the U.S. Army, driving land-and-expand growth across commands, PAEs, and program offices • Identify, qualify, and mature new Army opportunities from pre-solicitation through contract award and post-award expansion • Develop and maintain a multi-year Army account plan outlining target organizations, funding pathways, transition strategies, and competitive positioning • Build and manage a qualified pipeline to meet and exceed quarterly and annual sales targets • Engage operational units, requirements owners, acquisition professionals, and senior leadership to align Skydio solutions with mission needs • Navigate Army acquisition pathways including programs of record, OTA agreements, IDIQs, and other contracting vehicles • Maintain knowledge of Army UAS programs, modernization priorities, doctrine, standards, and policy initiatives • Coordinate with Sales Operations, Capture, Contracts, and Customer Success to ensure successful execution of contract milestones and fielding plans • Gather and share competitive intelligence regarding Army UAS competitors, contract activity, and program developments • Provide structured feedback to Product Management regarding Army-specific capability gaps, feature requests, and operational requirements • Partner with Customer Success to support demos, evaluations, pilots, training events, and field deployments

🎯 Requirements

• 8+ years of successful enterprise hardware, software, or SaaS sales experience, with a strong preference for Army-focused federal sales • Proven track record of managing and closing complex, multi-stakeholder deals within the U.S. Army • Deep understanding of Army organizational structure (PAEs, PMs, TRADOC, AFC, FORSCOM, etc.) • Strong knowledge of federal acquisition processes, Army contracting vehicles, and funding mechanisms • Experience supporting RDT&E efforts and transitioning capabilities into Army programs of record • Familiarity with Army modernization priorities and operational UAS employment concepts • Prior DoD or Army service and hands-on experience operating sUAS strongly preferred • Experience using Salesforce, Google Suite, BGov, and GovWin • Ability to obtain and maintain a Secret Clearance

🏖️ Benefits

• Competitive base salary • Equity in the form of stock options • Comprehensive benefits packages • Health insurance plans • Paid vacation time • Sick leave • Holiday pay • 401K savings plan