skydio - Key Account Leader, Small Cities East

• 2+ 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 (we will ask you to show it, not describe it) • Presence with agency leadership and high personal integrity under quota pressure • Ability to travel at least 50% of the time, and based in East Territory • Personal success in a high-velocity, high-volume selling environment • Strong activity and pipeline discipline across many deals at once • Experience in public safety, specifically law enforcement, fire, or emergency management • Experience selling into SLED customers, with working knowledge of procurement vehicles and budget and grant cycles • Experience in a high-volume transactional motion • You have built something with AI that other people use, whether a research tool, an analysis, or a workflow, and you can talk about what the first version got wrong • Curiosity that shows: you can explain how something outside sales works (an agency budget, an airspace waiver, the aircraft's autonomy) in plain language, and you learn fast • Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace • UAV, robotics, or emerging technology background, and comfort in a fast-moving environment • What to expect from our process • We run a structured process and we tell you what it is. A 30-minute conversation with the hiring manager. A deep dive on your selling record: attainment year by year, how you built pipeline, and the mechanics of deals you won and lost. A working session where you use your own AI tools on a realistic problem from this territory and walk us through your choices. A panel where you run a discovery conversation and walk us through how you would win a deal in this segment. A conversation about how you think. References with people who managed you and worked alongside you. Every interviewer scores independently against the same rubric before we compare notes. • On AI in the process: draft your resume yourself and refine it with AI if you like; we want your real experience, well expressed. Use whatever tools you want to prepare. Expect to use them in the working session. Leave them off during the conversational interviews so we can see how you think in real time. We use AI to draft job descriptions like this one and to take notes, and a human makes every hiring decision.