Key Account Leader, Small Cities West

SkydioPublic safety drones

Remote, Western 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, with year-by-year attainment results.
Demonstrate 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 share of closed business you sourced.
Show disciplined qualification and a forecast your manager could trust.
Be fluent in 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 able to travel at least 50% of the time and be based in West Territory.
Have experience in a high-velocity, high-volume selling environment and maintain activity and pipeline discipline across multiple deals.
Preferred: experience in public safety, law enforcement, fire, emergency management, or selling to SLED customers.
Preferred: working knowledge of procurement vehicles, budget and grant cycles, or high-volume transactional sales.
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace; UAV, robotics, or emerging technology experience is also noted.

Own a territory plan by identifying agencies likely to move and generating pipeline through outbound, events, and partners.
Engage agencies early and help shape the criteria they use to make purchasing decisions.
Qualify a high volume of agency opportunities and focus time on deals likely to move.
Run full-cycle deals from first conversation through discovery, demonstration, proof of value, proposal, procurement, and approval.
Qualify opportunities using MEDDPICC and walk away from deals that are not real.
Build consensus among chiefs or sheriffs, city or town managers, and councils or commissions.
Sell with and through channel partners, structure deals, and bring internal teams into the sales process at the right time.
Forecast honestly, maintain clean pipeline data, and use funnel metrics to plan territory activity.
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 buying with the team, and hand off awarded accounts to Mission Success.

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