Key Account Leader, Mid Cities West

SkydioPublic safety drones

Remote, Western U.S.Full-TimeMiddle

SalaryThe annual base salary range for this position is $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 missed attainment and what changed afterward.
Have personally run full-cycle, multi-stakeholder deals from first conversation to signed contract.
Have a record of building pipeline and be able to explain the share of closed business personally sourced.
Demonstrate disciplined qualification and reliable forecasting.
Be fluent in 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, and be prepared to demonstrate it.
Show presence with agency leadership and high integrity under quota pressure.
Be based in the Western U.S. and able to travel at least 50% of the time.
Preferred: experience in public safety, law enforcement, fire, or emergency management.
Preferred: experience selling to SLED customers, including securing council or commission approval.
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
Preferred: UAV, robotics, or emerging technology background.

Own a territory plan for mid-sized public safety agencies and identify which accounts are likely to move.
Generate pipeline through outbound activity, events, and partners, and shape agency decision criteria early.
Run full-cycle deals from discovery and demonstrations through proof of value, proposals, procurement, and approval.
Qualify opportunities using MEDDPICC rigor and maintain a trustworthy forecast and clean pipeline.
Build consensus among agency leadership, city or county managers, finance, procurement, and councils or commissions.
Sell against incumbent platforms and challengers, including running displacement plays and defending accounts.
Work with channel partners and coordinate Sales Engineering, Business Development, Government Relations, and Mission Success.
Use AI tools for agency research, call preparation, RFP responses, and pipeline analysis; review AI-drafted customer-facing content.
Hand off awarded accounts to Mission Success and remain engaged to grow the account.
Share competitive intelligence, product gaps, and changes in agency purchasing with the team.

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