Enterprise Account Manager, US Army at Skydio

Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial mobility. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, operational excellence, and customer obsession to empower a broader, more diverse audience of drone users, from utility inspectors to first responders, soldiers in battlefield scenarios and beyond. About the Role: As an Enterprise Account Manager (EAM) supporting the US Army at Skydio, you will be responsible for driving strategic growth and long-term adoption of Skydio solutions across Army organizations. You will lead account strategy, prospect into key Army commands and program offices, and develop a deep understanding of operational missions to position Skydio technology at scale. You will navigate complex Army organizational structures — from operational units and Portfolio Acquisition Executives (PAE’s) to labs, innovation units, and acquisition commands — to drive mission impact and revenue growth. This is a unique opportunity to help shape Skydio’s Army strategy and accelerate adoption of autonomous UAS capabilities across the force. How You’ll Make an Impact: - Own and execute the overall account strategy for the U.S. Army, driving land-and-expand growth across commands, PAEs, and program offices - Identify, qualify, and mature new Army opportunities from pre-solicitation through contract award and post-award expansion - Develop and maintain a multi-year Army account plan outlining target organizations, funding pathways, transition strategies, and competitive positioning - Build and manage a qualified pipeline to meet and exceed quarterly and annual sales targets - Engage operational units, requirements owners, acquisition professionals, and senior leadership to align Skydio solutions with mission needs - Navigate Army acquisition pathways including programs of record, OTA agreements, IDIQs, and other contracting vehicles - Maintain knowledge of Army UAS programs, modernization priorities, doctrine, standards, and policy initiatives - Coordinate with Sales Operations, Capture, Contracts, and Customer Success to ensure successful execution of contract milestones and fielding plans - Gather and share competitive intelligence regarding Army UAS competitors, contract activity, and program developments - Provide structured feedback to Product Management regarding Army-specific capability gaps, feature requests, and operational requirements - Partner with Customer Success to support demos, evaluations, pilots, training events, and field deployments What Makes You a Good Fit: - 8+ years of successful enterprise hardware, software, or SaaS sales experience, with a strong preference for Army-focused federal sales - Proven track record of managing and closing complex, multi-stakeholder deals within the U.S. Army - Deep understanding of Army organizational structure (PAEs, PMs, TRADOC, AFC, FORSCOM, etc.) - Strong knowledge of federal acquisition processes, Army contracting vehicles, and funding mechanisms - Experience supporting RDT&E efforts and transitioning capabilities into Army programs of record - Familiarity with Army modernization priorities and operational UAS employment concepts - Prior DoD or Army service and hands-on experience operating sUAS strongly preferred - Experience using Salesforce, Google Suite, BGov, and GovWin - Ability to obtain and maintain a Secret Clearance Compensation: At Skydio, our compensation packages for regular, full-time employees include competitive base salaries, equity in the form of stock options, and comprehensive benefits packages. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. Relocation assistance may also be provided for eligible roles. The on-target-earnings (OTE) range for this position is $300,000 - $360,000*. Fundamentally, we believe that equity is the key to long-term financial growth, and we ensure all regular, full-time employees have the opportunity to significantly benefit from the company's success. Regular, full-time employees are eligible to enroll in the Company’s group health insurance plans. Regular, full-time employees are eligible to receive the following benefits: Paid vacation time, sick leave, holiday pay and 401K savings plan. This position and all associated benefits are subject to applicable federal, state, and local laws, as well as the Company’s policies and eligibility criteria. *Compensation for certain positions may vary based on the position’s location. #LI-WM1 At Skydio we believe that diversity drives innovation. We have created a multidisciplinary environment that embraces the power of diverse perspectives to create elegant solutions for complex problems. We are committed to growing our network of people, programs, and resources to nurture an inclusive culture. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristics protected by federal, state or local anti-discrimination laws. For positions located in the United States of America, Skydio, Inc. uses E-Verify to confirm employment eligibility. 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