Enterprise Account Manager – Security & Critical Infrastructure (West Coast)

Skydio

23h•$145,000 - $180,000

About The Position

Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial mobility. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, operational excellence, and customer obsession to empower a broader, more diverse audience of drone users, from utility inspectors to first responders, soldiers in battlefield scenarios and beyond. Skydio is redefining how enterprises protect, inspect, and operate critical assets through autonomous aerial intelligence. Our technology enables security teams and operational leaders to gain real-time situational awareness, improve incident response, and safely inspect high-value, hard-to-access infrastructure. As adoption accelerates across security and critical infrastructure use cases, we are expanding our West Coast enterprise sales team to keep up with the growing demands of the market. About the role: As a West Coast Enterprise Account Manager (EAM) at Skydio, you will be responsible for driving strategic growth within large enterprise accounts where security, resilience, and asset integrity are business-critical. You will lead complex, multi-stakeholder sales cycles, engaging senior security, operations, and infrastructure leaders to position Skydio as a long-term, mission-critical partner. This role requires a balance of enterprise-level strategy and hunter mentality—owning territory planning, creating demand within targeted accounts, and expanding Skydio’s footprint across security, inspection, and situational awareness use cases. You’ll collaborate closely with Business Development, Marketing, Sales Engineering, Product, and Customer (Mission) Success to shape account strategies and deliver measurable customer outcomes.

Requirements

4–7+ years of successful enterprise sales experience in software, hardware, SaaS, or security/industrial technology
Proven ability to close complex, high-value deals with large enterprise customers
Experience selling into security, critical infrastructure, utilities, energy, transportation, or asset-intensive industries
Strong hunter mentality with demonstrated success creating demand and winning net-new logos
Comfortable engaging executive-level stakeholders while navigating multi-threaded sales cycles
Familiarity with MEDDIC or similar enterprise qualification methodologies
Ability to think strategically about territory planning, account expansion, and long-term customer value
Comfortable operating in a fast-paced, evolving environment (startup experience preferred)
Ability to travel 50%+
Based on the West Coast

Nice To Haves

UAV, robotics, inspection, or emerging technology experience preferred

Responsibilities

Own and manage complex sales cycles from prospecting through close and expansion
Proactively identify and pursue high-value West Coast enterprise accounts with a focus on site security, executive protection, and critical asset inspection.
Develop and execute account plans that map executive stakeholders, buying centers, and expansion opportunities
Engage senior leaders across physical security, operations, emergency response, risk, infrastructure, and facilities teams
Build deep understanding of customer environments, including security operations, inspection workflows, compliance requirements, and risk profiles
Position Skydio as a strategic solution for use cases such as perimeter security, incident response, executive protection, asset inspection, and operational visibility
Partner cross-functionally to deliver executive-level demos and ROI-driven proposals
Collaborate with Marketing to share market and competitive intelligence and refine enterprise messaging
Work closely with Sales Engineering and Customer Success to ensure successful evaluations, deployments, and long-term adoption
Maintain accurate forecasting, pipeline management, and activity tracking in SFDC/Clari