Key Account Leader, Mid Cities West

Skydio

6d • $110,000 - $140,000 • Remote

About The Position

Skydio is hiring a remote Key Account Leader for the Western U.S. to own a territory of mid-sized public safety agencies with 41 to 100 sworn personnel. This is a full-cycle, quota-carrying sales role: the account leader develops opportunities, manages deals through procurement and approval, and closes business. The role requires understanding how agencies operate, identifying decision-makers, and helping agency champions secure funding and approvals, including public votes by councils or commissions.

The position sells Skydio autonomous aircraft and the artificial intelligence that powers them in a competitive market, often in partnership with channel partners and against incumbent platforms and challengers. The account leader works with Sales Engineering, Business Development, Channel, Marketing, Strategic Relationships, Government Relations, and Mission Success, and reports to the Key Account Director, Mid-City. Daily use of AI tools is expected for territory research, meeting preparation, RFP responses, and pipeline analysis; AI-generated work must be reviewed before reaching a customer.

The ideal candidate has a record of quota attainment, full-cycle multi-stakeholder selling, self-generated pipeline, disciplined qualification and forecasting, and effective channel collaboration. The role also requires presence with agency leadership, integrity, and at least 50% travel. The position is remote and based in the Western U.S.

Requirements

• At least 3 years carrying an individual quota in enterprise software, hardware, or SaaS sales, with year-by-year attainment that includes a 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 self-generated pipeline and a clear account of the share of closed business personally sourced.
• Disciplined qualification 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 in the last two years that produced measurable improvement and can be demonstrated.
• Presence with agency leadership and high personal integrity under quota pressure.
• Ability to travel at least 50% of the time.
• Must be based in the Western U.S.

Nice To Haves

• Experience in public safety, particularly law enforcement, fire, or emergency management.
• Experience selling to state, local, and education (SLED) customers, including securing program approval through a council or commission.
• Experience building an AI tool, analysis, or workflow used by others, and ability to discuss what the first version got wrong.
• Demonstrated curiosity and ability to explain a topic outside sales—such as an agency budget, an airspace waiver, or aircraft autonomy—in plain language, and learn quickly.
• 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 and manage a territory plan, including identifying agencies likely to move and the reasons they may buy.
• Generate pipeline through outbound activity, events, and partners, and engage early to shape agency decision criteria.
• Run full-cycle sales from discovery through demonstrations, proof of value, proposals, procurement, and award.
• Qualify opportunities using MEDDPICC rigor and disengage from deals that are not viable.
• Build consensus among agency leadership and other stakeholders, including chiefs or sheriffs, city or county managers, finance, procurement, and councils or commissions.
• Compete against incumbent platforms and challengers by positioning Skydio's differentiators, running displacement plays, and defending accounts.
• Help agency champions make the budget, community, and timing case for council or commission approval.
• 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 around deal outcomes.
• Hand off awarded accounts to Mission Success and remain engaged to support account growth.
• Maintain accurate forecasts and clean pipeline records.
• Use AI tools daily for agency research, call preparation, RFP responses, and pipeline analysis, reviewing AI-drafted content before it reaches customers.
• Share field intelligence with the team, including competitive information, product gaps, and changes in agency purchasing behavior.

Benefits

• Competitive base salary and equity in the form of stock options.
• Comprehensive benefits package.
• Relocation assistance may be provided for eligible roles.
• Paid vacation time.
• Sick leave.
• Holiday pay.
• 401K savings plan.
• Eligible regular, full-time employees may enroll in the company's group health insurance plans.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed