Key Account Leader, Small Cities East

SkydioPublic safety drones

Remote, Eastern 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.
Be able to state quota attainment year by year, including a year missed and what changed afterward.
Demonstrate personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract.
Show a record of building your own pipeline and explain the sourced portion of closed business.
Demonstrate disciplined qualification and reliable forecasting.
Have experience selling with and through channel partners.
Use AI tools systematically every day 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 based in the East Territory and able to travel at least 50% of the time.
Have experience in a high-velocity, high-volume selling environment and manage activity across many deals.
Preferred: experience in public safety, including law enforcement, fire, or emergency management, and selling to SLED customers.
Preferred: working knowledge of procurement vehicles, budget and grant cycles, and high-volume transactional sales.
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
Preferred: UAV, robotics, or emerging technology background.

Own a territory plan and generate pipeline through outbound activity, events, and partners.
Qualify a high volume of agency opportunities and shape decision criteria early.
Run full-cycle deals from discovery and demonstrations through proposals, procurement, and approval.
Build consensus among agency leaders, city or town managers, and councils or commissions.
Compete against incumbent platforms and challengers, including displacement and account-defense efforts.
Sell with and through channel partners and coordinate internal teams around customer outcomes.
Hand off awarded customers to Mission Success and remain involved to grow accounts.
Maintain accurate forecasts and clean pipeline records, and track funnel metrics.
Use AI tools for agency research, call preparation, RFP responses, and pipeline analysis; review AI-drafted material before customer use.
Share competitive intelligence, product gaps, and changes in agency purchasing with the team.

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