Key Account Leader

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

📋 Description

• Take ownership of a territory plan for mid-sized public safety agencies with 41 to 100 sworn personnel.

• Develop a pipeline through outbound activities, events, and partnerships.

• Engage early in the process and influence agency decision criteria.

• Manage full-cycle deals from discovery, demonstration, proof of value, proposal, procurement, and approval through to award.

• Assess opportunities using MEDDPICC rigor and eliminate nonviable deals.

• Foster consensus among chiefs or sheriffs, city or county managers, finance, procurement, and councils or commissions.

• Compete against established platforms and challengers through displacement strategies and account defense.

• Provide champions with budget, community, and timing arguments for council or commission endorsement.

• Collaborate with and sell alongside channel partners.

• Coordinate efforts with Sales Engineering, Business Development, Government Relations, and Mission Success.

• Transition awarded accounts to Mission Success while remaining engaged for account expansion.

• Maintain accurate forecasts and clean pipeline data.

• Leverage AI tools for agency research, call preparation, RFP responses, and pipeline analysis, with human review prior to customer engagement.

• Disseminate competitive intelligence, product gaps, and agency purchasing trends to the team.

• Report to the Key Account Director, Mid-City, and work collaboratively across functions.

⛳️ Requirements

• Minimum of 3 years carrying an individual quota in enterprise software, hardware, or SaaS sales, with year-over-year success.

• Proven track record of managing full-cycle, multi-stakeholder deals from initial conversation to signed contract.

• History of building a personal pipeline and ability to articulate the sourced share of closed business.

• Disciplined qualification process and reliable forecasting abilities.

• Proficiency in selling with and through channel partners.

• Regular, systematic application of AI tools in daily work.

• At least one workflow, analysis, or tool developed or modified in the last two years that has measurably enhanced performance.

• Presence with agency leadership and high personal integrity under quota pressure.

• Willingness to travel a minimum of 50% of the time.

• Must be based in the East Territory.

• Preferred: experience in public safety, particularly in law enforcement, fire, or emergency management.

• Preferred: experience selling to SLED customers, including council or commission approvals.

• Preferred: AI tools, analysis, or workflows that have been utilized by others.

• Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.

• Preferred: background in UAV, robotics, or emerging technologies.

• Applicants for U.S. positions must meet applicable employment eligibility requirements; Skydio utilizes E-Verify.

🏝️ Benefits

• Equity provided in the form of stock options.

• Comprehensive benefits package.

• Relocation assistance may be available for eligible positions.

• Group health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.