Campus Key Account Leader — Remote, Public Safety

Skydio; United States; Remote; USD 110,000 - 140,000; Full time

Benefits offered by this job

Equity in stock options

Health insurance

Paid vacation

Sick leave

Holiday pay

401K

Job summary

Skydio seeks a Key Account Leader, Campus to own a national university segment with dedicated police departments, handling full-cycle, quota-bearing deals. You’ll develop territory plans, build pipelines, and close opportunities while collaborating with teams across Sales Engineering, Business Development, Channel, Marketing, and Mission Success.

You will work remotely in the United States, traverse an academic calendar, and leverage AI tools to research institutions, prep for meetings, respond

Qualifications

• 3+ years carrying an individual quota in enterprise software, hardware, or SaaS sales, with attainment you can state year by year, including the year you missed and what you changed.
• Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract.
• A record of building your own pipeline, and a clear view of how much of your closed business you sourced.
• Disciplined qualification and a forecast your manager could trust.
• Fluency selling with and through channel partners.
• Daily, systematic use of AI tools in your own work, and at least one workflow, analysis, or tool you built or changed in the last two years that made you measurably better.

Responsibilities

• Own your territory plan: know the institutions in it, which are likely to move this year, and why
• Generate your own pipeline through outbound, events, and partners rather than waiting on inbound demand
• Get in early and shape the criteria the institution will use to make its decision
• Run full-cycle deals from first conversation to award: discovery, demonstration, proof of value, proposal, procurement, and approval
• Qualify with MEDDPICC rigor, and walk away from deals that are not real
• Build consensus across the people who have to say yes: the chief, the vice president, general counsel, risk, procurement, and governance
• Sell against incumbents and challengers: frame Skydio's differentiators and defend accounts
• Build a case that survives procurement, GC review, and campus scrutiny
• Sell with and through channel partners, and structure deals that get customers to yes
• Bring in Sales Engineering, Business Development, Government Relations, and Mission Success at the right moment
• Hand off cleanly to Mission Success after award and stay close enough to grow the account
• Forecast honestly and keep your pipeline clean
• Use AI tools daily for institution research, call prep, RFP response, and pipeline analysis
• Plan your territory around an academic calendar to concentrate budget and urgency
• Use cooperative and system-wide contract vehicles to shorten the path to award

Skills

Enterprise software sales

Quota carrying

Full-cycle deals

MEDDPICC

Pipeline building

Channel partnerships

AI tools usage

Institutional buyers

Job description

Skydio seeks a Key Account Leader, Campus to own a national university segment with dedicated police departments, handling full-cycle, quota-bearing deals. You’ll develop territory plans, build pipelines, and close opportunities while collaborating with teams across Sales Engineering, Business Development, Channel, Marketing, and Mission Success.

You will work remotely in the United States, traverse an academic calendar, and leverage AI tools to research institutions, prep for meetings, respond