Enterprise Account Manager – EMEA

This is a fully remote position, open to applicants in Finland.

📋 Description

• Spearhead new business growth within Ministries of Defence, Ministries of Interior, Armed Forces, national police, gendarmerie forces, border security, and civil protection agencies.

• Own and implement account strategies aligned with mission objectives related to national security, modernization, and public safety capability priorities.

• Create territory plans focused on defense modernization initiatives, internal security technology upgrades, and national UAS enablement projects.

• Develop and sustain a qualified pipeline that aligns with complex public-sector procurement cycles, achieving or surpassing annual and multi-year revenue goals.

• Gain an in-depth understanding of customer missions — ranging from military ISR and force protection to law enforcement tactical operations and emergency response — positioning Skydio as a vital asset.

• Build trusted relationships with operational end users, procurement agents, technical evaluators, policy stakeholders, and executive leadership.

• Navigate tenders, framework agreements, grant-funded initiatives, and government contracting frameworks across the EMEA region.

• Stay informed about NATO standards, internal security regulations, aviation authority guidelines, data sovereignty requirements, and export compliance frameworks.

• Collaborate cross-functionally with solutions engineering, customer success, compliance, and leadership teams to ensure secure and compliant deployments.

• Direct operational demonstrations, pilot programs, and capability evaluations customized for both defense and internal security applications.

• Collect competitive intelligence on regional defense and internal security technology initiatives and emerging UAS needs.

• Convert sovereign requirements and frontline operational feedback into actionable insights for product management and roadmap alignment.

⛳️ Requirements

• Over 8 years of experience in selling complex hardware, software, or integrated systems within defense, internal security, public safety, or highly regulated government sectors.

• Demonstrated success in closing multi-stakeholder contracts within MOD, MOI, national police, border security, or civil protection entities.

• Strong comprehension of EMEA government procurement frameworks, tender processes, and compliance obligations.

• Experience in engaging military and law enforcement stakeholders, from operational commanders to senior ministry officials.

• Knowledge of NATO standards, aviation authorities, export controls (e.g., ITAR/EAR), and sovereign data/security requirements.

• Background in UAS, aerospace, robotics, ISR systems, public safety technology, or related advanced systems (operational experience is highly advantageous).

• Capability to engage credibly with technical operators, procurement professionals, and executive decision-makers.

• Proficiency in Salesforce and Google Workspace; familiarity with defense and security market intelligence tools is a plus.

• Willingness to travel frequently within EMEA, including visits to secure government facilities.

• Fluent in English; additional European or regional languages are strongly preferred.

🏝️ Benefits

• Competitive salary

• Diversity and inclusion programs