Key Account Leader, Small Cities East

Skydio

7d•$110,000 - $140,000•Remote

About The Position

Skydio is hiring a remote Key Account Leader for its Small Cities East territory. The role owns a territory of public safety agencies with 1 to 40 sworn personnel and is responsible for full-cycle, quota-carrying sales: identifying opportunities, managing deals, and closing them. The role requires building a territory plan, generating pipeline, qualifying opportunities, and guiding agencies through funding, approval, procurement, and deployment of drone programs. The position involves selling autonomous flying robots and the artificial intelligence that powers them in a competitive market, often alongside channel partners. The successful candidate will manage a high volume of agencies and deals, maintain disciplined activity and forecasting, and identify promising accounts that should be routed to Mid-City or T1200 teams. Daily use of AI tools is expected for research, meeting preparation, RFP responses, and pipeline analysis, with all AI-generated customer-facing content reviewed before use. The Key Account Leader reports to the Key Account Director, Small City, and collaborates with Sales Engineering, Business Development, Channel, Marketing, Strategic Relationships, Government Relations, and Mission Success. The position is remote in the Eastern U.S. and requires at least 50% travel.

Requirements

At least 2 years carrying an individual quota in enterprise software, hardware, or SaaS sales, with year-by-year attainment information, including any year below target and what was changed afterward.
Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract.
A record of generating personal pipeline and a clear understanding of the share of closed business that was self-sourced.
Disciplined qualification practices and reliable forecasting.
Fluency selling with and through channel partners.
Daily, systematic use of AI tools in work, plus at least one workflow, analysis, or tool built or changed within the last two years that measurably improved performance, with willingness to demonstrate it.
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 East Territory.
Personal success in a high-velocity, high-volume sales environment.
Strong activity and pipeline discipline while managing many opportunities simultaneously.

Nice To Haves

Experience in public safety, particularly law enforcement, fire, or emergency management.
Experience selling to SLED customers and working knowledge of procurement vehicles, budget cycles, and grant cycles.
Experience in a high-volume transactional sales motion.
Experience building an AI tool, analysis, or workflow used by others, and ability to discuss what the initial version got wrong.
Demonstrated curiosity and ability to explain how a subject outside sales works in plain language, such as an agency budget, 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 and maintain a territory plan, including identifying agencies likely to move and the reasons they may buy.
Generate pipeline through outbound activity, events, and partners rather than relying on inbound demand.
Engage early with agencies and help shape their decision criteria.
Manage a high volume of agency opportunities and qualify them efficiently.
Run full-cycle deals from initial conversation through discovery, demonstration, proof of value, proposal, procurement, and award.
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 articulating Skydio’s differentiators, executing displacement efforts, and defending accounts.
Sell with and through channel partners and structure deals to help customers reach a decision.
Coordinate Sales Engineering, Business Development, Government Relations, and Mission Success at the appropriate points in the sales process.
Hand off awarded customers to Mission Success and remain engaged to support account growth.
Maintain honest forecasts and clean, trustworthy pipeline records.
Use AI tools daily for agency research, call preparation, RFP responses, and pipeline analysis, and review AI-drafted material before sending it to customers.
Report field insights to the team, including competitive intelligence, product gaps, and changes in agency purchasing behavior.
Track funnel metrics such as conversion, sales-cycle time, and stage velocity to prioritize work.