Key Account Leader

Skydio

. Own a territory of mid-sized public safety agencies with 41 to 100 sworn personnel .

Posted 10/30/2026full-timeRemote • United StatesSenior💰 $110,000 - $140,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in full-cycle sales processes, particularly within public safety sectors, while effectively utilizing AI tools for pipeline management and customer engagement. Proven ability to build relationships with agency leadership and navigate complex multi-stakeholder environments to secure approvals and drive sales growth.

Highest-signal resume keywords

Full-Cycle SalesMEDDPICC QualificationChannel Partner EngagementAI Tool UtilizationPublic Safety Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Enterprise Software SalesSaaS SalesPipeline DevelopmentForecastingProposal DevelopmentContract NegotiationMulti-Stakeholder Deal ManagementPerformance Improvement AnalysisBudget Approval ProcessesSales Engineering Coordination

Soft Skills

Integrity Under PressureRelationship BuildingCross-Functional CollaborationCommunication SkillsCuriosity

Tools & Technologies

SalesforceClariBGovGovWinSlackGoogle WorkspaceAI Tools

Industry Keywords

Public SafetyLaw EnforcementEmergency ManagementSLED CustomersUAVRoboticsEmerging Technology

About the role

Key responsibilities & impact

Own a territory of mid-sized public safety agencies with 41 to 100 sworn personnel
Find opportunities, run full-cycle deals, and close them as a quota-carrying seller
Create and execute the territory plan
Generate pipeline through outbound activity, events, and partners
Engage early and shape agency decision criteria
Run deals from discovery, demonstration, proof of value, proposal, procurement, and approval through award
Qualify opportunities with MEDDPICC rigor
Build consensus among chiefs or sheriffs, city or county managers, finance, procurement, and councils or commissions
Sell against incumbent platforms and challengers
Equip champions to secure council or commission approval through budget, community, and timing cases
Sell with and through channel partners
Coordinate Sales Engineering, Business Development, Government Relations, and Mission Success
Hand off accounts to Mission Success after award and support account growth
Forecast honestly and maintain clean pipeline data
Use AI tools daily for agency research, call preparation, RFP responses, and pipeline analysis, reviewing all AI-drafted customer material
Share competitive intelligence, product gaps, and agency purchasing insights with the team
Report to the Key Account Director, Mid-City and collaborate cross-functionally

Requirements

What you’ll need

3+ years carrying an individual quota in enterprise software, hardware, or SaaS sales, with attainment stated year by year
Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract
Record of building own pipeline and clear view of sourced closed business
Disciplined qualification and trustworthy forecasting
Fluency selling with and through channel partners
Daily, systematic use of AI tools in own work
At least one workflow, analysis, or tool built or changed in the last two years that measurably improved performance
Presence with agency leadership and high personal integrity under quota pressure
Ability to travel at least 50% of the time
Based in Western U.S.
Preferred: Experience in public safety, specifically law enforcement, fire, or emergency management
Preferred: Experience selling into SLED customers, including getting a program approved by a council or commission
Preferred: Built something with AI that other people use
Preferred: Curiosity about how agencies, airspace waivers, or aircraft autonomy work
Preferred: Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
Preferred: UAV, robotics, or emerging technology background
For positions located in the United States of America, employment eligibility is verified through E-Verify

Benefits

Comp & perks

Equity in the form of stock options
Comprehensive benefits packages
Relocation assistance may be provided for eligible roles
Group health insurance plans
Paid vacation time
Sick leave
Holiday pay
401K savings plan