Key Account Leader, Mid Cities East

SkydioPublic safety drones

US Remote; Remote, U.S. East CoastFull-TimeLead

Salary$110,000 - $140,000 + Commission*

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Job Details

Experience: 3+ years carrying an individual quota in enterprise software, hardware, or SaaS sales
Required Skills: Salesforce

Have 3+ years carrying an individual quota in enterprise software, hardware, or SaaS sales.
Be able to state quota attainment year by year, including a year missed and what changed afterward.
Show personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract.
Have a record of building personal pipeline and be able to describe the share of closed business sourced.
Demonstrate disciplined qualification and reliable forecasting.
Be fluent selling with and through channel partners.
Use AI tools daily and systematically in your work.
Have built or changed an AI workflow, analysis, or tool in the last two years that measurably improved your work.
Bring presence with agency leadership and high personal integrity under quota pressure.
Be able to travel at least 50% of the time and be based in East Territory.
Preferred: experience in public safety, law enforcement, fire, or emergency management, and selling to SLED customers, including council or commission approvals.
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace; UAV, robotics, or emerging technology experience.

Own a territory plan for mid-sized public safety agencies and identify which agencies are likely to move and why.
Generate pipeline through outbound activity, events, and partners.
Shape agency decision criteria early in the sales process.
Run full-cycle deals from discovery and demonstrations through proof of value, proposal, procurement, approval, and award.
Qualify opportunities using MEDDPICC and maintain a clean, honest forecast.
Build consensus among agency leadership, managers, finance, procurement, and councils or commissions.
Sell against incumbent platforms and challengers, including displacement plays and account defense.
Work with channel partners and coordinate Sales Engineering, Business Development, Government Relations, and Mission Success.
Use AI tools for agency research, meeting preparation, RFP responses, and pipeline analysis, reviewing AI-drafted customer-facing material.
Hand off awarded accounts to Mission Success and share field intelligence with the team.

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