Key Account Leader, Majors, Public Safety (Northwest)

Skydio

8d•$144,000 - $180,000•Remote

About The Position

Skydio is hiring a quota-carrying Key Account Leader to own named accounts among the largest public safety agencies in the Northwest, along with fire departments in their footprints. This is a full-cycle sales role: the account leader develops opportunities, runs deals, and closes them, while owning the territory plan and quota. The role focuses on helping agencies fund, approve, and deploy visible public safety drone programs, often spanning police, fire, and emergency management across a city or county. The seller will work with agency decision-makers and coordinate with internal teams and channel partners throughout the sales process. The position reports to the Key Account Director, Majors, Public Safety. It is remote in the Northwest U.S.; Skydio prefers candidates in the Pacific Northwest (Seattle or Portland) or Colorado. Candidates elsewhere in the Northwest should live within easy reach of a major airport. Travel of at least 50% is required. The work includes selling autonomous aircraft and AI technology in a competitive market, using AI tools daily for research, meeting preparation, RFP responses, and pipeline analysis, and reviewing AI-generated material before it reaches customers. Skydio describes its working standards as high integrity, teamwork, strong conversational and listening skills, curiosity, and fluency with AI tools. The company uses a structured interview process that includes discussions of sales performance, an AI-supported working session, a discovery and deal strategy panel, and references. The annual base salary range is $144,000–$180,000 plus commission. Compensation packages for regular full-time employees include stock options and comprehensive benefits. Relocation assistance may be available for eligible roles. Compensation may vary by location, and benefits are subject to applicable laws, company policies, and eligibility criteria.

Requirements

At least 6 years carrying an individual quota in enterprise software, hardware, or SaaS sales, with year-by-year attainment results, including an explanation of a missed year and what changed afterward.
Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract.
A record of building personal pipeline and a clear understanding of the share of closed business that was self-sourced.
Disciplined qualification skills and a forecast that a manager can trust.
Fluency in selling with and through channel partners.
Daily, systematic use of AI tools in personal work.
At least one AI workflow, analysis, or tool built or changed in the last two years that measurably improved performance, with willingness to demonstrate it.
Credibility and presence with agency leadership, and high personal integrity under quota pressure.
Ability to travel at least 50% of the time and be based in the region.
Personal success closing large, multi-year deals with long sales cycles and executive stakeholders.

Nice To Haves

Experience in public safety, specifically law enforcement, fire, or emergency management.
Experience selling to SLED customers and working knowledge of procurement vehicles, budget cycles, and grant cycles.
Relationships with command staff at large agencies.
Having built an AI tool, analysis, or workflow used by others, and being able to discuss what the first version got wrong.
Demonstrated curiosity and the ability to explain how a topic outside sales works in plain language, such as an agency budget, an airspace waiver, or aircraft autonomy.
Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
UAV, robotics, or emerging technology background and comfort working in a fast-moving environment.

Responsibilities

Own the territory plan and named public safety accounts, identifying which agencies are likely to move and why.
Generate pipeline through outbound activity, events, and partners rather than relying on inbound demand.
Engage early with agencies and shape the criteria they will use to make purchasing decisions.
Run full-cycle deals from initial conversation through discovery, demonstration, proof of value, proposal, procurement, approval, and award.
Qualify opportunities using MEDDPICC rigor and disengage from deals that are not real.
Build consensus among agency leadership, command staff, city or county managers, IT, finance, procurement, and elected officials.
Compete against incumbent platforms and challengers by presenting Skydio's differentiators, running displacement plays, and defending accounts.
Develop multi-threaded relationships across police, fire, and city or county leadership so programs can withstand changes in command.
Sell with and through channel partners and structure deals that help customers reach a decision.
Engage Sales Engineering, Business Development, Government Relations, and Mission Success at appropriate points and align them around the desired outcome.
Hand off awarded accounts to Mission Success and remain involved to support account growth.
Maintain honest forecasts and clean pipeline records that the Director can trust.
Use AI tools daily for agency research, call preparation, RFP responses, and pipeline analysis, and review AI-drafted material before sharing it with customers.
Share field insights with the team, including competitive intelligence, product gaps, and changes in agency purchasing behavior.
Travel at least 50% of the time.