Enterprise Account Executive

Summary

Join Skydio as an Enterprise Account Manager (EAM) to drive business growth within the federal government by prospecting into target accounts, building relationships, and delivering value to customers. This role requires a strong understanding of customer operations and the ability to navigate complex organizational structures.

Requirements

• 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

Responsibilities

• 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

Benefits

• Competitive base salaries
• Equity in the form of options
• Comprehensive benefits
• Various incentives and stipends
• Relocation assistance may also be provided for eligible roles