Own and manage complex sales cycles from prospecting through close and expansion
Proactively identify and pursue high-value West Coast mid-market to large enterprise accounts with a focus on site security, executive protection, and critical asset inspection.
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

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%+

Account Executive – Security, Critical Infrastructure

Key skills