Key Account Leader, Majors (Northwest)

The role

You will own a set of named accounts for large public safety agencies and fire departments in the Northwest region. This is a full-cycle, quota-carrying role where you find opportunities, run deals, and close them. You will use AI tools to research agencies, prepare for meetings, and analyze pipeline.

What you will do

• Own territory plan and identify likely moving agencies
• Generate pipeline through outbound, events, and partners
• Run full-cycle deals from discovery to approval
• Qualify deals with MEDDPICC rigor
• Build consensus across agency leadership and stakeholders
• Sell against incumbents and challengers
• Build multi-threaded relationships across police, fire, and city leadership
• Partner with channel partners to structure deals
• Collaborate with Sales Engineering, Business Development, and other internal teams
• Forecast honestly and use AI tools for daily territory management

Required qualifications

• 6+ years carrying an individual quota in enterprise software, hardware, or SaaS sales
• Personal success running full-cycle, multi-stakeholder deals
• Record of building own pipeline
• Disciplined qualification and trustworthy forecasting
• Fluency selling with and through channel partners
• Daily, systematic use of AI tools in work
• Ability to show a workflow, analysis, or tool built or changed in the last two years using AI
• Presence with agency leadership and high personal integrity under quota pressure
• Ability to travel at least 50% of the time
• Personal success closing large, multi-year deals with long cycles and executive stakeholders

Nice to have

• Experience in public safety, specifically law enforcement, fire, or emergency management
• Experience selling into SLED customers
• Working knowledge of procurement vehicles and budget and grant cycles
• Relationships with large-agency command staff
• Having built something with AI that other people use
• Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
• UAV, robotics, or emerging technology background

Benefits

• Competitive base salaries
• Equity in the form of stock options
• Group health insurance plans
• Paid vacation time
• Sick leave
• Holiday pay
• 401K savings plan
• Relocation assistance may be provided for eligible roles

Before you apply

• A deep dive on your selling record will be conducted
• A working session using your own AI tools on a realistic problem
• A panel discovery conversation
• References with people who managed you and worked alongside you

About the company

Skydio is the leading US drone company and the world leader in autonomous flight. The team combines expertise in artificial intelligence, hardware and software product development, and customer obsession.