Enterprise Account Manager
Skydio
full-time
Posted on:
Location Type: Remote
Location: United States
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Salary
💰 $300,000 - $360,000 per year
About the role
- Own and execute the overall account strategy for the U.S. Army, driving land-and-expand growth across commands, PAEs, and program offices
- Identify, qualify, and mature new Army opportunities from pre-solicitation through contract award and post-award expansion
- Develop and maintain a multi-year Army account plan outlining target organizations, funding pathways, transition strategies, and competitive positioning
- Build and manage a qualified pipeline to meet and exceed quarterly and annual sales targets
- Engage operational units, requirements owners, acquisition professionals, and senior leadership to align Skydio solutions with mission needs
- Navigate Army acquisition pathways including programs of record, OTA agreements, IDIQs, and other contracting vehicles
- Maintain knowledge of Army UAS programs, modernization priorities, doctrine, standards, and policy initiatives
- Coordinate with Sales Operations, Capture, Contracts, and Customer Success to ensure successful execution of contract milestones and fielding plans
- Gather and share competitive intelligence regarding Army UAS competitors, contract activity, and program developments
- Provide structured feedback to Product Management regarding Army-specific capability gaps, feature requests, and operational requirements
- Partner with Customer Success to support demos, evaluations, pilots, training events, and field deployments
Requirements
- 8+ years of successful enterprise hardware, software, or SaaS sales experience, with a strong preference for Army-focused federal sales
- Proven track record of managing and closing complex, multi-stakeholder deals within the U.S. Army
- Deep understanding of Army organizational structure (PAEs, PMs, TRADOC, AFC, FORSCOM, etc.)
- Strong knowledge of federal acquisition processes, Army contracting vehicles, and funding mechanisms
- Experience supporting RDT&E efforts and transitioning capabilities into Army programs of record
- Familiarity with Army modernization priorities and operational UAS employment concepts
- Prior DoD or Army service and hands-on experience operating sUAS strongly preferred
- Experience using Salesforce, Google Suite, BGov, and GovWin
- Ability to obtain and maintain a Secret Clearance
Benefits
- Competitive base salary
- Equity in the form of stock options
- Comprehensive benefits packages
- Health insurance plans
- Paid vacation time
- Sick leave
- Holiday pay
- 401K savings plan
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
enterprise salesSaaS salescontract managementpipeline managementcompetitive intelligenceRDT&EUAS operationsmulti-stakeholder deal managementArmy acquisition processesfunding mechanisms
Soft Skills
strategic planningrelationship buildingcommunicationcollaborationfeedback provisionproblem-solvingnegotiationleadershiporganizational skillsadaptability
Certifications
Secret Clearance