Key Account Leader, Mid Cities East

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.

About the role: As a Key Account Leader, Mid-City at Skydio, you will own a territory of mid-sized public safety agencies with 41 to 100 sworn personnel. This is a full-cycle, quota-carrying role: you find the opportunities, run the deals, and close them. Your number is yours, and so is the territory plan behind it.

Job responsibilities

Own your territory plan: know the agencies 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 agency 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 or sheriff, the city or county manager, finance, procurement, and the council or commission
Sell against incumbents and challengers: frame Skydio's unique differentiators, run displacement plays, and defend accounts under attack
Equip your champion to take a program through council or commission approval: the budget case, the community case, and the timing

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