Key Account Leader, Small Cities East

SkydioPublic safety drones

Remote, Eastern U.S.Full-TimeLead

SalaryThe annual base salary range for this position is $110,000 - $140,000 + Commission*.

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Job Details

Experience: 2+ years carrying an individual quota in enterprise software, hardware, or SaaS sales
Required Skills: Salesforce

Have 2+ years carrying an individual quota in enterprise software, hardware, or SaaS sales.
Be able to state sales attainment year by year, including a year missed and what changed afterward.
Have personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract.
Have a record of building your own pipeline and be able to explain the sourced share of closed business.
Demonstrate disciplined qualification and reliable forecasting.
Be fluent in selling with and through channel partners.
Use AI tools daily and systematically in your own work.
Have built or changed an AI workflow, analysis, or tool in the last two years that measurably improved your work.
Be able to establish credibility with agency leadership and maintain high personal integrity under quota pressure.
Be able to travel at least 50% of the time and be based in the East Territory.
Have experience in a high-velocity, high-volume selling environment and manage activity across many concurrent deals.
Preferred: experience in public safety, SLED sales, procurement vehicles, budget and grant cycles, or high-volume transactional sales.
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.

Own the territory plan and identify which agencies are likely to move and why.
Generate pipeline through outbound activity, events, and partners.
Engage agencies early and shape their decision criteria.
Qualify a high volume of agency opportunities and prioritize deals likely to move.
Run full-cycle deals from first conversation through discovery, demonstration, proof of value, proposal, procurement, and approval.
Build consensus among agency leadership, city or town managers, and councils or commissions.
Sell with and through channel partners and coordinate internal teams toward customer outcomes.
Forecast accurately, maintain clean pipeline records, and track funnel metrics.
Use AI tools for agency research, call preparation, RFP responses, and pipeline analysis, reviewing AI-drafted material before it reaches customers.
Share competitive intelligence, product gaps, and changes in agency purchasing with the team.

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