Key Account Leader, Majors, Public Safety

🔥 38 minutes ago

⛰️ Colorado, Oregon, +1 more states – Remote

⛰️ Colorado – Remote 🌲 Oregon – Remote ☕ Washington – Remote

💵 $144k - $180k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

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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 named accounts consisting of the largest public safety agencies in the region and associated fire departments • Find opportunities, run full-cycle deals, and close them against quota • Develop and execute territory plans • Generate pipeline through outbound activity, events, and partners • Engage early and shape agency decision criteria • Run discovery, demonstrations, proofs of value, proposals, procurement, and approvals • Qualify opportunities using MEDDPICC rigor • Build consensus among chiefs or sheriffs, command staff, city or county managers, IT, finance, procurement, and elected officials • Sell against incumbent platforms and challengers and defend accounts • Build multi-threaded relationships across police, fire, and city or county leadership • Sell with and through channel partners • Coordinate Sales Engineering, Business Development, Government Relations, and Mission Success • Hand off awarded customers to Mission Success and support account growth • Maintain honest forecasts and clean pipeline data • Use AI tools for agency research, call preparation, RFP responses, and pipeline analysis, reviewing all AI-drafted customer-facing material • Share competitive intelligence, product gaps, and purchasing trends with the team • Report to the Key Account Director, Majors, Public Safety, and collaborate cross-functionally

🎯 Requirements

• 6+ years carrying an individual quota in enterprise software, hardware, or SaaS sales, with attainment stated year by year • Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract • Record of building own pipeline and clear view of sourced closed business • Disciplined qualification and trustworthy forecasting • Fluency selling with and through channel partners • Daily, systematic use of AI tools and at least one workflow, analysis, or tool built or changed in the last two years that measurably improved performance • Presence with agency leadership and high personal integrity under quota pressure • Ability to travel at least 50% of the time and be based in the region • Personal success closing large, multi-year deals with long cycles and executive stakeholders • Preferred: experience in public safety, specifically law enforcement, fire, or emergency management • Preferred: experience selling into SLED customers, with knowledge of procurement vehicles and budget and grant cycles • Preferred: relationships with large-agency command staff • Preferred: built an AI tool used by others and ability to discuss its first-version shortcomings • Preferred: curiosity and ability to explain non-sales subjects in plain language • Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace • Preferred: UAV, robotics, or emerging technology background • For positions located in the United States, employment eligibility is confirmed through E-Verify

🏖️ Benefits

• Equity in the form of stock options • Comprehensive benefits packages • Relocation assistance may be provided for eligible roles • Group health insurance plans • Paid vacation time • Sick leave • Holiday pay • 401K savings plan

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