Key Account Leader, Small Cities

Job not on LinkedIn

🔥 3 minutes ago

🇺🇸 United States – Remote

💵 $110k - $140k / year

⏰ Full Time

🟠 Senior

💰 Account Manager

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👻 Ghost score 3%

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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 of high-volume public safety agencies with 1 to 40 sworn personnel • Find opportunities, run full-cycle deals, and close them as a quota-carrying seller • Develop and execute the territory plan • Generate pipeline through outbound activity, events, and partners • Shape agency decision criteria early • Manage and quickly qualify a high volume of agencies and opportunities • Run deals from discovery through demonstration, proof of value, proposal, procurement, and approval • Qualify opportunities using MEDDPICC rigor • Build consensus among chiefs or sheriffs, city or town managers, and councils or commissions • Sell against incumbent platforms and challengers • 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 • Forecast accurately and maintain clean pipeline data • Use AI tools for agency research, call preparation, RFP responses, and pipeline analysis • Review all AI-generated customer-facing work before delivery • Provide competitive intelligence, product feedback, and purchasing insights to the team • Track funnel metrics including conversion, cycle time, and stage velocity • Report to the Key Account Director, Small City

🎯 Requirements

• 2+ years carrying an individual quota in enterprise software, hardware, or SaaS sales, with year-by-year attainment history • Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract • Record of building personal pipeline and knowledge of sourced closed business • Disciplined qualification and reliable 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 agency leadership and high personal integrity under quota pressure • Ability to travel at least 50% of the time • Based in East Territory • Personal success in a high-velocity, high-volume selling environment • Strong activity and pipeline discipline across many deals at once • Preferred: experience in public safety, law enforcement, fire, or emergency management • Preferred: experience selling into SLED customers, with knowledge of procurement vehicles and budget and grant cycles • Preferred: experience in a high-volume transactional motion • Preferred: built an AI tool used by others • Preferred: curiosity and ability to explain non-sales topics in plain language • 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

🏖️ 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 • Inclusive, multidisciplinary work environment

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