Enterprise Strategic Account Lead

Perot Jain; United States; Remote; USD 144,000 - 180,000; Full time

Benefits offered by this job

Stock options

Health insurance

401K plan

Relocation assistance

Job summary

Skydio is seeking an experienced Strategic Account Manager to own a named set of the largest US enterprises, leading with security and expanding into inspection and operational use cases. You will guide an account pod across BD, SE and PM to drive multi-site deployments and create executive relationships.

The ideal candidate has 8–12+ years in enterprise sales, proven success landing large logos, and strong MEDDPICC discipline.

Qualifications

• 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.
• Experience selling physical security, safety or operational technology.
• Existing relationships with corporate security leaders.
• Comfortable with long cycles: procurement, legal, security review and executive sign-off across several business units.
• Rigorous qualification using MEDDPICC or similar.
• 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.

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.

Skills

Enterprise sales

Closing seven-figure deals

MEDDPICC

Cross-functional leadership

Account management

Strategic account planning

Travel 50%+

Security industry knowledge

Tools

SFDC/Clari

Job description

Skydio is seeking an experienced Strategic Account Manager to own a named set of the largest US enterprises, leading with security and expanding into inspection and operational use cases. You will guide an account pod across BD, SE and PM to drive multi-site deployments and create executive relationships.

The ideal candidate has 8–12+ years in enterprise sales, proven success landing large logos, and strong MEDDPICC discipline.