Account Executive - Japan

Skydio•San Mateo, CA

About The Position

Skydio is a U.S. drone company focused on autonomous flight. The Account Executive will drive the development of Skydio’s public-sector business across Japan by qualifying accounts, understanding prospective customers’ businesses, and communicating Skydio’s value proposition. The role works with local leadership and marketing to refine target customers and personas, and contributes to the growth of Skydio’s regional sales organization. The position manages the sales process from prospect identification through close, builds account engagement strategies and executive relationships, and meets quarterly and annual sales quotas. The Account Executive works with internal cross-functional teams and Japan-market partners, supports product demonstrations and training, manages pipeline and forecasts, records activity in Salesforce, and shares competitor intelligence.

Requirements

10+ years of sales experience with consistent success meeting or exceeding sales objectives in enterprise software, hardware, or SaaS.
Familiarity with solution-based selling and experience managing complex sales processes.
Excellent presentation and listening skills, and strong organization and contact-management capabilities.
Strong executive presence and confidence interacting with C-level customers and senior government department and ministry officials.
In-depth knowledge of government acquisition processes, contracting vehicles, and structuring hardware, software, and service contracts.
Direct B2B sales experience and a hunter mentality.
Ability to provide open, honest, and respectful feedback as a team player.
Familiarity with MEDDIC or a similar sales qualification methodology.
Experience with CRM and opportunity-management systems; Salesforce.com preferred.
Ability to travel 40% of the time.

Nice To Haves

UAV experience is preferred but not essential.

Responsibilities

Manage the full sales cycle from account identification through close.
Prioritize high-propensity accounts and develop an engagement strategy for each to identify key contacts.
Support strategic account sales campaigns by building strong executive relationships.
Understand customers’ business visions, challenges, and workflows.
Achieve quarterly and annual sales quotas for allocated accounts and/or territory.
Collaborate with sales leadership, engineering, professional services, marketing, legal, and finance.
Engage with Skydio partners in Japan to bring value to new customers and accelerate customer value realization.
Work with sales engineering and customer success to provide product demonstrations and training as needed.
Manage pipeline, forecasting, deal labs, and activity tracking in Salesforce; keep management informed and identify opportunities in new accounts.
Gather and share intelligence about competitor activity in the region.