Key Account Leader, Campus

The role

You will own a territory of large universities and colleges with dedicated police departments. You will find opportunities, run full-cycle deals, and close them to meet a quota. You will use AI tools daily to research institutions, prepare for meetings, and analyze pipeline.

What you will do

• Own territory plan and identify likely moving institutions
• Generate pipeline through outbound, events, and partners
• Run full-cycle deals from discovery to approval
• Qualify deals with MEDDPICC rigor
• Build consensus across university buying committees
• Sell against incumbents and challengers
• Partner with channel partners to structure deals
• Collaborate with Sales Engineering, Business Development, and other internal teams
• Forecast honestly and maintain a clean pipeline
• Use AI tools for research, call prep, and RFP responses

Required qualifications

• 3+ 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
• Presence with institutional leadership and high personal integrity
• Ability to travel at least 50% of the time
• Based in NW, SE, NE, or SW regions
• Experience selling into institutional customers with wide buying committees
• Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged

Nice to have

• Experience in higher education, or in public safety, specifically law enforcement, fire, or emergency management
• Experience selling into public universities or other public institutions
• Built something with AI that other people use
• Curiosity that shows ability to explain complex topics in plain language
• Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
• UAV, robotics, or emerging technology background

Benefits

• 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

• Must be based in NW, SE, NE, or SW regions
• Must be able to travel at least 50% of the time
• Hiring process includes a working session using AI tools
• Hiring process includes a panel discovery conversation
• Hiring process includes a deep dive on selling record and references

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.