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Salary: USD 144,000 - 180,000 / annual
Skydio is the leading US autonomous drone company, serving defense, public safety, and enterprise customers. As a Strategic Account Manager for Enterprise Security, you will own a named portfolio of the largest US enterprises and manage the complete customer relationship from initial engagement through multi-site, multi-year deployments.
You will lead with security solutions, then systematically expand into inspection and operational use cases. This is a deep-account role, not a volume-hunting position. You are responsible for mapping every buying center, building executive relationships with CSOs and VPs of Global Security, and taking each account from first trial to enterprise-wide deployment. You'll lead a dedicated pod of Business Development, Solutions Engineering, and Program Management professionals.
Key responsibilities include:
- Own a named book of strategic accounts with multi-year account plans covering stakeholders, business units, sites, and expansion pathways
- Build relationships with Chief Security Officers, VPs of Global Security, and GSOC leaders
- Land new strategic logos with well-scoped paid trials or first-site deployments designed for expansion
- Expand systematically into new teams, departments, business units, and sites after initial wins
- Build business cases comparing autonomous coverage against staffed security post costs, positioning multi-year programs
- Lead customers through procurement, InfoSec/vendor risk reviews, MSAs, and SLA negotiations
- Direct your account pod to ensure evaluations succeed and deployment at scale is planned before contract close
- Expand from security into inspection and operational use cases to establish Skydio as the standard across enterprises
- Develop referenceable customers and case studies with Marketing
- Forecast accurately and manage pipeline in SFDC/Clari
Year-one success metrics include account plans for every named account, two or more paid trials running with at least one converted to a multi-site program, and at least one referenceable customer.
Requirements:
- 8–12+ years of enterprise sales, including closing seven-figure, multi-year, multi-site deals with Fortune 500 customers
- Proven track record of landing large enterprise logos and expanding them across multiple teams, departments, business units, and locations, growing initial deals into multi-year, enterprise-wide programs (specific examples required)
- Experience selling physical security, safety, or operational technology (Axon, Verkada, Genetec, Milestone, Motorola Solutions, LenelS2, or similar strongly preferred)
- Existing relationships with corporate security leaders; active in ASIS/GSX a plus
- Comfort with long sales cycles involving procurement, legal, security review, and executive sign-off across multiple business units
- Rigorous qualification using MEDDPICC or similar methodologies, especially around decision process and documented success criteria
- Ability to lead cross-functional teams without direct authority
- Robotics, UAV, or emerging technology experience preferred
- Startup or high-growth company experience preferred
- Ability to travel 50%+
- Based near a major US hub airport
About Skydio
Defense / GovTech; Industrial — autonomous drones for defense, public safety, and enterprise.
