Key Account Leader, Small Cities West

SkydioPublic safety drones

Remote, Western U.S.Full-TimeLead

Salary$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, with year-by-year attainment results.
Have personally run full-cycle, multi-stakeholder deals from first conversation to signed contract.
Show a record of building your own pipeline and 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 have built or changed a workflow, analysis, or tool in the last two years that measurably improved your work.
Demonstrate 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 the West Territory.
Have experience in a high-velocity, high-volume selling environment and manage activity across multiple deals.
Preferred: experience in public safety, law enforcement, fire, or emergency management.
Preferred: SLED sales experience and working knowledge of procurement vehicles, budgets, and grant cycles.
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.

Own the territory plan and identify agencies likely to move this year.
Generate pipeline through outbound, events, and partners.
Shape agency decision criteria and qualify a high volume of opportunities.
Run full-cycle deals from discovery and demonstration through proposal, procurement, approval, and award.
Qualify opportunities using MEDDPICC and walk away from deals that are not real.
Build consensus among agency leaders, city or town managers, and councils or commissions.
Sell with and through channel partners, structuring deals to reach agreement.
Coordinate Sales Engineering, Business Development, Government Relations, and Mission Success.
Forecast accurately, maintain clean pipeline data, and track funnel metrics.
Use AI tools for research, call preparation, RFP responses, and pipeline analysis, reviewing AI-drafted work before it reaches customers.

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