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Strategic Account Manager – Enterprise Security

Skydio· Operations
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Remote$144k - $180k + equityFull-timePosted 1w ago

About the role

Strategic Account Manager responsible for a named set of the largest US enterprises, leading full relationship from initial trial to multi-site deployment, coordinating a cross-functional pod, and driving expansion from security into inspection and operational use cases.

Responsibilities

  • 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.

Qualifications

  • 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.

Skills

Required:Enterprise salesRelationship development with security leadershipMEDDPICC qualificationCross-functional leadershipProcurement & legal process navigationTravel flexibility

Benefits

  • Paid vacation time
  • sick leave
  • holiday pay
  • 401K savings plan
  • group health insurance plans
  • Relocation assistance may be provided for eligible roles
Last updated Oct 15, 2026. Interested? Apply on the company site.
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About Skydio

A family of flying robots.

AI-powered autonomous drones for Drone as First Responder (DFR), critical infrastructure inspection, tactical ISR, site security, surveying and mapping

DronesAutonomous SystemsInspectionSecurityMappingPublic SafetyNational Security
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