Key Account Leader, Small Cities West

The role

You will own a territory of high-volume public safety agencies with 1 to 40 sworn personnel. You will find opportunities, run full-cycle deals, and close them using AI tools and MEDDPICC rigor.

What you will do

• Own territory plan and agency research
• Generate pipeline through outbound, events, and partners
• Run full-cycle deals from discovery to approval
• Build consensus across agency leadership
• Sell against incumbents and challengers
• Partner with channel partners and internal teams
• Forecast pipeline and use AI tools daily
• Provide competitive intelligence and product feedback

Required qualifications

• 2+ 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 agency leadership and high personal integrity
• Ability to travel at least 50% of the time
• Based in West Territory
• Personal success in a high-velocity, high-volume selling environment
• Strong activity and pipeline discipline

Nice to have

• Experience in public safety, specifically law enforcement, fire, or emergency management
• Experience selling into SLED customers
• Experience in a high-volume transactional motion
• 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

• 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

• Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged
• A working session where you use your own AI tools on a realistic problem
• A panel where you run a 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.