Key Account Leader, Small Cities West

Skydio

7d•$110,000 - $140,000•Remote

About The Position

Skydio is hiring a Key Account Leader to own a Western U.S. territory serving public safety agencies with 1 to 40 sworn personnel. This is a full-cycle, quota-carrying role responsible for sourcing opportunities, managing deals, and closing business. The leader develops and executes a territory plan, builds trust with agencies, and guides programs through funding, approval, and deployment. The segment involves managing a high volume of agencies and opportunities, qualifying quickly, and identifying agencies that may be better suited to Skydio’s Mid-City or T1200 teams. The role works closely with Sales Engineering, Business Development, Channel, Marketing, Strategic Relationships, Government Relations, and Mission Success, as well as channel partners. The Key Account Leader sells autonomous drones and AI-powered capabilities in a competitive market, using AI tools routinely for research, meeting preparation, RFP responses, and pipeline analysis. The position is remote in the Western U.S. and requires at least 50% travel. It reports to the Key Account Director, Small City. The annual base salary range is $110,000–$140,000, plus commission. Regular full-time employees receive equity in the form of stock options and comprehensive benefits. Relocation assistance may be provided for eligible roles. Compensation and benefits are subject to applicable laws, company policies, and eligibility criteria.

Requirements

At least 2 years carrying an individual quota in enterprise software, hardware, or SaaS sales, with year-by-year attainment figures, including any missed year and what was changed afterward.
Personal success running full-cycle, multi-stakeholder deals from first conversation through signed contract.
A record of generating personal pipeline and a clear account of the share of closed business that was self-sourced.
Disciplined qualification practices 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, and at least one workflow, analysis, or tool built or changed in the last two years that measurably improved performance; candidates will be asked to demonstrate it.
Ability to engage agency leadership with presence and maintain high personal integrity under quota pressure.
Ability to travel at least 50% of the time and be based in the West Territory.
Personal success in a high-velocity, high-volume sales environment.
Strong activity and pipeline discipline while managing many deals simultaneously.

Nice To Haves

Experience in public safety, particularly law enforcement, fire, or emergency management.
Experience selling to SLED customers, with working knowledge of procurement vehicles, budget cycles, and grant cycles.
Experience in a high-volume transactional sales motion.
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 ability to explain a complex topic outside sales, such as agency budgets, airspace waivers, or aircraft autonomy, in plain language.
Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
Background in UAVs, robotics, or emerging technology, and comfort working in a fast-moving environment.

Responsibilities

Own and maintain a territory plan, including knowledge of agencies, their likelihood of moving, and the reasons behind their timing.
Generate pipeline through outbound activity, events, and partners rather than relying on inbound demand.
Engage agencies early and help shape the criteria they use to make purchasing decisions.
Manage and qualify a high volume of agencies and opportunities, prioritizing time toward deals likely to progress.
Run full-cycle deals from first conversation to award, including discovery, demonstrations, proof of value, proposals, procurement, and approval.
Qualify opportunities using MEDDPICC rigor and disengage from deals that are not viable.
Build consensus among agency leadership and other decision-makers, including chiefs or sheriffs, city or town managers, and councils or commissions.
Compete against incumbent platforms and challengers by communicating Skydio’s differentiators, executing displacement plays, and defending accounts.
Sell with and through channel partners and structure deals that help customers reach a decision.
Coordinate Sales Engineering, Business Development, Government Relations, and Mission Success around deal outcomes.
Hand off awarded customers to Mission Success and remain engaged to support account growth.
Maintain an honest forecast and clean pipeline that the Director can rely on.
Use AI tools daily for agency research, call preparation, RFP responses, and pipeline analysis; review AI-generated material before it reaches customers.
Share field intelligence with the team, including competitive information, product gaps, and changes in agency purchasing behavior.
Track funnel metrics such as conversion, cycle time, and stage velocity, and use them to prioritize work.