Key Account Leader, Mid Cities East

Skydio

7d•$110,000 - $140,000•Remote

About The Position

Skydio is hiring a full-cycle, quota-carrying Key Account Leader to own a territory of mid-sized public safety agencies with 41 to 100 sworn personnel. The role is remote on the U.S. East Coast and reports to the Key Account Director, Mid-City. The leader develops and executes a territory plan, generates opportunities, manages deals from first conversation through award, and closes business. They work with agency stakeholders to build support for programs that often require council or commission approval, and sell autonomous drones and AI in a competitive market alongside channel partners. The role collaborates with Sales Engineering, Business Development, Channel, Marketing, Strategic Relationships, Government Relations, and Mission Success. It requires daily use of AI tools for agency research, meeting preparation, RFP responses, and pipeline analysis, with careful human review of anything customer-facing. Travel of at least 50% is required. Compensation includes an annual base salary of $110,000–$140,000 plus commission, stock options, and benefits. Relocation assistance may be available for eligible roles.

Requirements

At least 3 years carrying an individual quota in enterprise software, hardware, or SaaS sales, with year-by-year attainment that includes any missed year and what was changed afterward.
Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract.
A record of building personal pipeline and the ability to explain the proportion of closed business that was self-sourced.
Disciplined qualification and reliable forecasting.
Fluency selling with and through channel partners.
Daily, systematic use of AI tools and at least one workflow, analysis, or tool built or changed in the past two years that measurably improved performance; candidates should be prepared to demonstrate it.
Presence with agency leadership and high personal integrity under quota pressure.
Ability to travel at least 50% of the time.
Based in the East Territory.

Nice To Haves

Experience in public safety, particularly law enforcement, fire, or emergency management.
Experience selling to SLED customers, including securing program approval from a council or commission.
An AI-built tool, analysis, or workflow used by other people, with the ability to discuss what the first version got wrong.
Curiosity and the ability to explain a topic outside sales, such as an agency budget, airspace waiver, or aircraft autonomy, in plain language.
Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
UAV, robotics, or emerging technology background and comfort in a fast-moving environment.

Responsibilities

Own the territory plan and understand which agencies are likely to buy and why.
Generate pipeline through outbound activity, events, and partners.
Engage early to shape the criteria agencies use to make purchasing decisions.
Run full-cycle deals from discovery through demonstration, proof of value, proposal, procurement, and approval.
Qualify opportunities using MEDDPICC rigor and leave deals that are not genuine.
Build consensus among agency leadership, city or county management, finance, procurement, and council or commission stakeholders.
Compete against incumbent platforms and challengers, including running displacement plays and defending accounts.
Help agency champions make the budget, community, and timing case for approval by a council or commission.
Sell with and through channel partners and structure deals to support customer approval.
Coordinate Sales Engineering, Business Development, Government Relations, and Mission Success toward shared outcomes.
Hand off awarded customers to Mission Success and remain engaged to grow the account.
Forecast honestly and maintain clean, trustworthy pipeline data.
Use AI tools daily for agency research, call preparation, RFP response, and pipeline analysis; review AI-drafted material before it reaches customers.
Share field intelligence with the team, including competitive information, product gaps, and changes in agency purchasing.