Enterprise Account Manager Security Critical Infrastructure (West Coast)

📋 Description

• • Own and manage complex, multi-stakeholder sales cycles from first touch through signature and multi-year expansion across the West Coast territory. You will quarterback every stage—prospecting, discovery, executive demos, ROI modeling, procurement negotiations, and post-sale growth—while maintaining meticulous forecasting and pipeline hygiene in Salesforce & Clari.
• • Proactively identify, prioritize, and penetrate high-value enterprise accounts where security, resilience, and asset integrity are mission-critical. Target verticals include utilities, energy, transportation, data centers, ports, airports, and large-scale manufacturing campuses. Build and continuously refine a data-driven territory plan that balances green-field hunting with strategic account expansion.
• • Develop and execute account strategies that map executive stakeholders, buying centers, compliance drivers, and expansion opportunities. Create compelling business cases that quantify risk reduction, operational efficiency, and ROI for use cases such as perimeter security, incident response, executive protection, critical asset inspection, and real-time situational awareness.
• • Engage and influence senior leaders across physical security, operations, emergency response, risk management, infrastructure engineering, and facilities teams. Translate technical capabilities into board-level value narratives, positioning Skydio as a long-term, mission-critical partner rather than a point solution.
• • Partner cross-functionally with Business Development, Marketing, Sales Engineering, Product, and Customer (Mission) Success to deliver tailored demonstrations, pilot programs, and deployment roadmaps. Leverage technical teammates to prove autonomous flight performance in customer environments and ensure seamless hand-off to adoption teams.
• • Collaborate with Marketing to share field intelligence, refine enterprise messaging, and co-create content that resonates with security and critical-infrastructure buyers. Provide feedback loops that shape product roadmap priorities and competitive positioning.
• • Maintain an accurate, real-time view of pipeline health, stage progression, and revenue forecasts. Use MEDDIC or similar qualification methodologies to ensure deal velocity and predictability, while surfacing risk early and driving mitigation plans.
• • Travel up to 50% across the West Coast to attend on-site meetings, security operations briefings, trade shows, and emergency-response exercises. Build trust through in-person engagement and firsthand observation of customer workflows and pain points.
• • Champion Skydio’s culture of diversity and inclusion, bringing varied perspectives into every customer conversation and internal collaboration. Contribute to an environment where bold ideas and respectful debate lead to breakthrough solutions for complex security and infrastructure challenges.