Account Executive Security Critical Infrastructure (West Coast)

📋 Description

• • Own the full sales cycle for mid-market to large enterprise accounts on the West Coast, driving net-new logos and expansion revenue for Skydio’s autonomous drone solutions in security, critical infrastructure, and asset inspection markets.
• • Build and execute strategic territory plans that prioritize high-value prospects in utilities, energy, transportation, defense, and industrial facilities where physical security, regulatory compliance, and operational resilience are mission-critical.
• • Map complex buying centers—physical security, operations, emergency response, risk management, facilities, and C-suite executives—crafting multi-threaded relationships that accelerate decision-making and de-risk procurement.
• • Lead discovery workshops and on-site demonstrations that translate customer pain points (perimeter breaches, manual inspection hazards, slow incident response) into quantifiable ROI stories, leveraging Skydio’s AI-driven autonomy, real-time situational awareness, and seamless data integration.
• • Develop and deliver executive-level proposals that articulate total cost of ownership, compliance benefits (NERC CIP, TSA, CFATS), and long-term scalability, positioning Skydio as a strategic platform rather than a point solution.
• • Collaborate with Sales Engineering to design pilot programs and proof-of-concept deployments that showcase autonomous perimeter patrol, emergency overwatch, and high-risk asset inspection workflows, ensuring technical fit and measurable success metrics.
• • Partner with Marketing to create region-specific campaigns, case studies, and event strategies that generate qualified pipeline and reinforce Skydio’s thought-leadership in security and critical infrastructure innovation.
• • Work hand-in-hand with Customer (Mission) Success to secure seamless onboarding, rapid time-to-value, and expansion opportunities—turning early wins into multi-site, multi-year enterprise agreements.
• • Maintain disciplined pipeline hygiene in Salesforce/Clari, delivering accurate weekly forecasts, stage-appropriate close plans, and data-driven insights that guide resource allocation and executive decision-making.
• • Champion customer feedback to Product and Engineering, translating field insights into roadmap priorities that enhance autonomy, cybersecurity, and integration capabilities for security and industrial use cases.
• • Act as a trusted advisor during incident response scenarios—whether wildfire threats to utilities or security breaches at transportation hubs—demonstrating how Skydio’s 24/7 aerial intelligence reduces risk and accelerates resolution.
• • Travel up to 50% across the West Coast to attend customer briefings, trade shows (ASIS, DistribuTECH, AUSA), and on-site deployments, building the in-person rapport that accelerates complex enterprise sales.
• • Contribute to a culture of continuous learning by sharing competitive intelligence, win stories, and objection-handling tactics with peers, elevating the entire West Coast sales organization.
• • Embrace Skydio’s commitment to diversity and inclusion, ensuring that customer engagement strategies reflect the varied communities and workforces that rely on critical infrastructure every day.