Enterprise Account Manager – Security & Critical Infrastructure (West Coast) at Skydio

Skydio

US Remote·4h ago

ManagerFull-timeAWS

Salary Range

$115,600 - $156,400 /year

Estimated

This salary is estimated based on similar roles. The actual salary may vary.

About the Role

We are looking for an Enterprise Account Manager to join our team at Skydio, the leading US drone company. This role focuses on driving strategic growth within large enterprise accounts where security, resilience, and asset integrity are business-critical.

Key Responsibilities

→Own and manage complex sales cycles from prospecting through close and expansion
→Proactively identify and pursue high-value West Coast enterprise accounts
→Develop and execute account plans that map executive stakeholders, buying centers, and expansion opportunities
→Engage senior leaders across physical security, operations, emergency response, risk, infrastructure, and facilities teams
→Build deep understanding of customer environments, including security operations, inspection workflows, compliance requirements, and risk profiles
→Position Skydio as a strategic solution for use cases such as perimeter security, incident response, executive protection, asset inspection, and operational visibility
→Partner cross-functionally to deliver executive-level demos and ROI-driven proposals
→Collaborate with Marketing to share market and competitive intelligence and refine enterprise messaging
→Work closely with Sales Engineering and Customer Success to ensure successful evaluations, deployments, and long-term adoption
→Maintain accurate forecasting, pipeline management, and activity tracking in SFDC/Clari

Requirements

✓4–7+ years of successful enterprise sales experience in software, hardware, SaaS, or security/industrial technology
✓Proven ability to close complex, high-value deals with large enterprise customers
✓Experience selling into security, critical infrastructure, utilities, energy, transportation, or asset-intensive industries
✓Strong hunter mentality with demonstrated success creating demand and winning net-new logos
✓Comfortable engaging executive-level stakeholders while navigating multi-threaded sales cycles
✓Familiarity with MEDDIC or similar enterprise qualification methodologies
✓Ability to think strategically about territory planning, account expansion, and long-term customer value
✓Comfortable operating in a fast-paced, evolving environment (startup experience preferred)
✓UAV, robotics, inspection, or emerging technology experience preferred
✓Ability to travel 50%+
✓Based on the West Coast