Inside Sales Representative - National Security (NatSec)

Skydio is hiring an Inside Sales Representative to support our National Security business. This role helps our NatSec sales team respond quickly to inbound demand, advance smaller transactional opportunities, support government procurement workflows, and provide our Sr. Account Executives with more capacity to focus on strategic pursuits with some of the largest organizations on the planet. You will be the first touchpoint for many customers across federal, military, and defense markets. You will qualify inbound interest, conduct initial discovery, coordinate quotes, support reseller activity, and own select opportunities from qualification through close.

Responsibilities

Own the NatSec inbound motion from first response through qualification, ensuring each lead is triaged quickly and clearly; Conduct discovery to understand customer needs, procurement timing, budget, buying process, and opportunity scope; Run transactional opportunities end-to-end, including quoting, procurement support, customer follow-up, and close; Support government procurement and reseller workflows by building accurate quotes, coordinating pricing and configurations, and helping partners respond to solicitations involving Skydio products; Partner with NatSec AEs, Field Sales Representatives, and Federal Program Managers on territory-specific quote requests, customer follow-up, and opportunity handoffs; Attend industry events and conferences to capture leads, engage prospects and partners, and drive timely post-event follow-up; Maintain accurate CRM records and help improve repeatable workflows for inbound qualification, quoting, handoffs, and transactional deal execution

Requirements

1-3 years of experience in sales, business development, inside sales, customer success, or another customer-facing role; Strong sales fundamentals, including discovery, qualification, quoting, follow-up, and transactional deal execution; Excellent written and verbal communication skills, with the ability to engage professionally with customers, resellers, procurement stakeholders, and internal teams; Highly organized and able to manage competing priorities in a fast-paced, deadline-driven, remote environment; High-agency, resourceful, and comfortable figuring things out in complex, ambiguous environments; Proficiency with CRM tools and Microsoft Office or Google Workspace; Naturally curious, coachable, and motivated to understand the deeper 'why' behind customer needs, mission requirements, and buying processes; High-energy team player who is eager to contribute ideas, improve processes, and help the NatSec sales team scale; Ability to travel approximately 25-35% for industry conferences, customer meetings, partner engagements, and internal events, both domestically and internationally; Ability to obtain and maintain a U.S. government security clearance; Bachelor's degree or equivalent professional experience

Nice to have

Government, federal, military, defense, or B2B sales experience preferred; Experience with resellers, channel partners, public sector procurement, or government solicitations is a strong plus; Salesforce preferred; Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged

Benefits

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