- Robot type
- Drone
- Location
- USA
- Job type
- Commercial Operations
- Posted
- Oct 29, 2026
- Salary
- $110,000–$140,000 a year
Key Account Leader, Campus
Job description
About the Team: Public safety is where drone technology faces the highest stakes. Agencies across the country are standing up Drone as First Responder (DFR) programs that put an aircraft over an emergency within seconds of a call. As drone programs move from the age of tools to the age of infrastructure, we are expanding our public safety sales team to meet that demand.
A major university is a city in miniature: a residential population, often its own dispatch, large events, and a sworn police department responsible for all of it. Campus public safety leaders are under pressure to respond faster to welfare checks and active threats, to manage game days, commencements, and protests safely,…
Job responsibilities
- Own your territory plan: know the institutions in it, which are likely to move this year, and why
- Generate your own pipeline through outbound, events, and partners rather than waiting on inbound demand
- Get in early and shape the criteria the institution will use to make its decision
- Run full-cycle deals from first conversation to award: discovery, demonstration, proof of value, proposal, procurement, and approval
- Qualify with MEDDPICC rigor, and walk away from deals that are not real
- Build consensus across the people who have to say yes: the chief, the vice president who oversees public safety, general counsel, risk, procurement, and often student and faculty governance
- Sell against incumbents and challengers: frame Skydio's unique differentiators, run displacement plays, and defend accounts under attack
- Build a case that survives a procurement office, a general counsel's review, and a skeptical campus community
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