Key Account Leader, Corrections

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

📋 Description

• Take ownership of a territory within the national segment that includes State Departments of Corrections and state-funded Port Authorities.

• Identify opportunities, manage deals, and finalize them in a complete, quota-carrying role.

• Develop a territory plan and pinpoint agencies anticipated to make moves during the year.

• Create a pipeline through outbound activities, events, and collaboration with partners.

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

• Manage deals through all stages, including discovery, demonstration, proof of value, proposal, procurement, and approval until award.

• Assess opportunities utilizing MEDDPICC methodology and disengage from non-viable deals.

• Foster consensus among facility leadership, Department of Corrections leadership, state IT, procurement, and legislators.

• Compete against existing platforms and challengers, including displacement and account-defense strategies.

• Collaborate with and sell through channel partners.

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

• Transfer awarded accounts to Mission Success while remaining involved for account growth.

• Maintain accurate forecasts and clear pipeline data.

• Utilize AI tools for agency research, call preparation, RFP responses, and pipeline analysis, ensuring human review before customer engagement.

• Provide competitive intelligence, insights on product gaps, and purchasing trends back to the team.

• Represent Skydio at national market events like CLA and ACA.

• Report to the Key Account Director for Corrections and work in collaboration with cross-functional teams.

⛳️ Requirements

• Minimum of 5 years of experience carrying an individual quota in enterprise software, hardware, or SaaS sales.

• Documented attainment year by year, including a missed year and the adjustments made thereafter.

• Proven ability to manage full-cycle, multi-stakeholder deals from initial conversation to signed contract.

• Track record of building your own pipeline and articulating the sourced portion of closed business.

• Disciplined in qualification processes and capable of providing reliable forecasts.

• Proficient in selling with and through channel partners.

• Daily and systematic utilization of AI tools in personal work.

• At least one AI workflow, analysis, or tool developed or modified in the past two years that led to measurable performance enhancement.

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

• Willingness to travel at least 50% of the time.

• This role can be based anywhere in the United States.

• Preferred: experience in public safety or corrections along with relationships within CLA and ACA communities.

• Preferred: experience selling to state agencies and understanding of state procurement and appropriations cycles.

• Preferred: AI tool, analysis, or workflow that is utilized by others.

• Preferred: curiosity regarding agency budgets, airspace waivers, or aircraft autonomy.

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

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

🏝️ Benefits

• Equity offered in the form of stock options.

• Comprehensive benefits packages available.

• Relocation assistance may be provided for eligible positions.

• Group health insurance plans offered.

• Paid vacation time included.

• Sick leave provided.

• Holiday pay available.

• 401K savings plan included.