Strategic Account Manager – Enterprise Security

Skills this role screens for

About the role

Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial mobility. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, operational excellence, and customer obsession to empower a broader, more diverse audience of drone users, from utility inspectors https://www.skydio.com/solutions/energy-and-utilities to first responders https://www.skydio.com/solutions/public-safety, soldiers in battlefield scenarios https://www.skydio.com/solutions/national-security/tactical-isr, and beyond https://www.skydio.com/solutions.

The work

About the role

As a Strategic Account Manager, you’ll own a named set of the largest enterprises in the US. You’re responsible for the whole relationship: you lead with security, then expand into inspection and other operational use cases with specialist support. This isn’t a volume-hunting role. You’ll go deep: map every buying center, build executive relationships, and take each account from first trial to multi-site deployment. Landing large enterprise logos and then expanding into additional teams, departments, business units and locations is a large part of the job. The first deployment is the start of the relationship, not the goal. You’ll lead a dedicated pod of Business Development, Solutions Engineering and Program Management, and you’re accountable for customers who deploy at scale and become public references.

Also

How you’ll make an impact

• Own a named book of strategic accounts, with a multi-year account plan for each covering stakeholders, business units, sites and expansion path.
• Build relationships with CSOs, VPs of Global Security, GSOC leaders and their operations, facilities and risk counterparts.
• Land new strategic logos with a well-scoped paid trial or first site deployment that is set up to expand from day one.
• Expand systematically after the initial win into new teams, departments, business units and sites, using each deployment as the reference for the next.
• Build business cases that put autonomous coverage against the cost of staffed security posts, and position multi-year (5-year) programs.
• Lead customers through procurement, InfoSec/vendor risk reviews, MSAs on customer paper, and SLA negotiation.
• Direct your account pod (BD, SE, PM) so evaluations succeed and deployment at scale is planned before the contract closes.
• Expand from security into inspection and operational use cases, so Skydio becomes the standard across the enterprise as a Force Multiplier.
• Develop referenceable customers and case studies with Marketing.
• Forecast accurately and manage pipeline in SFDC/Clari.

Also

What makes you a good fit

• 8–12+ years of enterprise sales, including closing seven-figure, multi-year, multi-site deals with Fortune 500 customers.
• Required: a proven track record of landing large enterprise logos and expanding them across multiple teams, departments, business units and locations, growing an initial deal into a multi-year, enterprise-wide program. Be ready to walk through specific examples.
• Experience selling physical security, safety or operational technology. Axon, Verkada, Genetec, Milestone, Motorola Solutions, LenelS2 or similar is a strong plus.
• Existing relationships with corporate security leaders. Active in ASIS / GSX is a plus.
• Comfortable with long cycles: procurement, legal, security review and executive sign-off across several business units.
• Rigorous qualification using MEDDPICC or similar, especially decision process (with documented success criteria) and paper process.
• Can lead cross-functional teams without direct authority.
• Robotics, UAV or emerging technology experience preferred.
• Startup or high-growth experience preferred.
• Ability to travel 50%+.
• Based near a major US hub airport.

Also

What success looks like in year one

• Account plans in place for every