Enterprise Account Manager - Defense (Remote)

About the role:

As an Enterprise Account Manager (EAM) at Skydio, you will be a key driver of landing and expanding our business within the federal government. You will prospect into your target accounts and build a strong understanding of their operations to effectively demonstrate and deploy Skydio technology with them at scale. You will navigate complex organizational structures to deliver value to the customer working across teams internally and externally. This is a unique opportunity to join and shape a fast-growing sales team and accelerate the growth of Skydio and the commercial UAV industry as a whole.

How you’ll make an impact:

• Identify new business development opportunities and grow them into stable customers from pre-solicitation through post-contract award
• Prepare and update account strategy and sales forecast to show continued penetration, upsell, and expansion opportunities
• Create a strategic plan to identify, engage and create opportunities with high propensity accounts
• Build a pipeline to meet and exceed your sales targets with direct accountability on a quarterly and annual basis
• Develop a deep understanding of your customer’s business, workflows and pain points. Focus on customer satisfaction and develop a proper contact network within accounts.
• Maintains knowledge of UAS programs, standards, guidelines, policies, and technology initiatives
• Coordinate with sales operations and customer success team to ensure customer milestones are met
• Gather and share competitive intelligence on competitor activity with marketing
• Share key customer insights and product needs with product management
• Work with customer success to provide effective demos and/or product training as necessary

What would make you a good fit:

• 8+ years of successful enterprise software, hardware, or SaaS sales experience
• A history of successfully managing and closing complex deals through all phases of the deal cycle with federal customers.
• Knowledge of federal acquisition process, contracting vehicles, and structuring of hardware, software, and service contracts
• Knowledge and experience working on research and development projects with innovation units and government labs supporting technology transitions to programs of record
• Prior DOD or other federal agency service with experience operating sUAS
• Experience using Salesforce, Google Suite, BGov, and GovWin
• Ability to obtain a Secret Clearance
• Role is remote 
• Ability to travel 50%+

Base Compensation: At Skydio, our compensation packages for full-time employees include competitive base salaries, equity in the form of options, comprehensive benefits, and various incentives and stipends. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. Relocation assistance may also be provided for eligible roles. The annual base salary range for this position is $148,750 - $188,125 + commission*. Fundamentally, we believe that equity is the key to long-term financial growth, and we ensure all full-time employees have the opportunity to significantly benefit from the company’s success.

*Compensation for certain positions may vary based on the candidate's location.

 

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