Strategic Account Manager – Enterprise Security

Skydio is the leading US drone company and the world leader in autonomous flight. As a Strategic Account Manager, you'll own a named set of the largest enterprises in the US. You're responsible for the whole relationship: you lead with security, then expand into inspection and other operational use cases with specialist support. This isn't a volume-hunting role. You'll go deep: map every buying center, build executive relationships, and take each account from first trial to multi-site deployment. You'll lead a dedicated pod of Business Development, Solutions Engineering and Program Management, and you're accountable for customers who deploy at scale and become public references.

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

Requirements

8–12+ years of enterprise sales, including closing seven-figure, multi-year, multi-site deals with Fortune 500 customers; Required: 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; 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, especially decision process (with documented success criteria) and paper process; Can lead cross-functional teams without direct authority; Ability to travel 50%+; Based near a major US hub airport

Nice to have

Axon, Verkada, Genetec, Milestone, Motorola Solutions, LenelS2 or similar selling experience; Active in ASIS / GSX; Robotics, UAV or emerging technology experience; Startup or high-growth experience

Benefits

Equity in the form of stock options; Comprehensive benefits packages; Group health insurance plans; Paid vacation time; Sick leave; Holiday pay; 401K savings plan; Relocation assistance may be provided for eligible roles