Business Development Lead – Dock Subject Matter Expert (US Government)

Skydio

21d•Remote

About The Position

Skydio is seeking a senior, customer-facing Business Development Lead to serve as the Dock Subject Matter Expert (SME) for U.S. Government customers. This role carries clear ownership for driving business outcomes by landing and expanding strategic accounts. The BD Lead will be responsible for identifying, shaping, and winning key Programs of Record, engaging strategic customers, and accelerating the adoption of Skydio Dock–enabled remote operations across the U.S. Government. The ideal candidate is a seasoned business development leader with the ability to leverage an established network across the U.S. Government to influence outcomes at senior levels. This individual will engage in high-level discussions with Chief Information Officers (CIOs), Chief Information Security Officers (CISOs), and other executive stakeholders, articulating Skydio’s approach to networking, data security, and secure system architectures. The role requires credibility in conversations around secure cloud and on-premise deployments, accreditation pathways, and data protection requirements for mission-critical operations. This position plays a central role in navigating government funding environments—identifying existing sources of funding, aligning Skydio’s value proposition to established programs and mission priorities, and working with customers and internal stakeholders to develop new funding pathways where required. The BD Lead will position Skydio solutions within long-term acquisition strategies, with the objective of institutionalizing them as enduring capabilities and Programs of Record. In addition to direct customer engagement, this role will serve as a thought leader within the U.S. Government ecosystem—building credibility with senior decision-makers, influencing operational concepts and acquisition strategies related to remote operations, and representing Skydio in strategic forums. The BD Lead will clearly articulate the ROI of remotely operated autonomous systems for security, emergency response, and inspection missions, helping government customers transition from experimentation to scaled, secure, and programmatic adoption.

Requirements

10+ years of experience selling or deploying technologically sophisticated solutions to government customers, and/or prior government service with experience adopting innovative technologies (especially sUAS).
5+ years of experience in a senior sales or business development leadership role.
Deep understanding of government acquisition processes, contracting vehicles, and the structuring of hardware, software, and services contracts.
Proven experience selling into CISO, CIO, and senior government leadership.
Strong executive presence with the ability to communicate credibly across technical and non-technical audiences.
Experience supporting R&D efforts with innovation units or government labs and transitioning technologies into programs of record.
Ability to obtain and maintain a Secret clearance.
Bachelor’s degree required; Master’s degree preferred.

Nice To Haves

Strong familiarity with military, DHS, and broader USG mission, language and operating environments.
Demonstrated ability to understand and articulate complex networking, security, and deployment challenges.
Track record of shaping long-term adoption strategies rather than short-term transactions.

Responsibilities

Act as the Dock business development lead to support the USG customers, supporting architecture design, deployment validation, and operational success.
Partner with Solutions Engineers to lead discovery, validate deployment architectures, and demonstrate system performance through demos, proofs-of-concept, and field deployments.
Engage confidently with a wide range of stakeholders, including: Senior military and civilian government leadership Engineers and operators in field environments CIO, CISO, and enterprise IT leadership
Provide expertise in networking, datacenter, and secure system design, including cloud, hybrid, and on-premise deployments to help shape the USG Dock adoptions strategy.
Support the development and execution of Skydio’s USG Dock business development strategy, with a focus on long-term program adoption.
Drive customer approvals, buy-in, and internal alignment, particularly with security, IT, and acquisition stakeholders.
Leverage a strong government Rolodex and prior experience selling into CISO- and CIO-level buyers.
Help shape Skydio’s international Dock strategy, in close coordination with Product, Policy, and Sales leadership.
Serve as an external advocate for Skydio’s National Security business across government and industry forums.
Work hand-in-hand with Product and Engineering to influence roadmap priorities based on customer requirements.
Partner with Policy and Compliance teams to ensure solutions meet regulatory and security expectations.
Foster strong, trusted relationships across a matrixed organization to deliver complex systems on schedule and to specification.
Promote a culture of operational excellence within the National Security sales organization.