Enterprise Account Manager – EMEA, Germany

Role Overview

• Drive new business development across Ministries of Defence, Ministries of Interior, Armed Forces, national police, gendarmerie forces, border security, and civil protection agencies
• Own and execute mission-aligned account strategies tied to national security, modernization, and public safety capability priorities
• Develop territory plans targeting defense modernization programs, internal security technology upgrades, and national UAS enablement initiatives
• Build and maintain a qualified pipeline aligned to complex public-sector procurement cycles, meeting or exceeding annual and multi-year revenue objectives
• Develop a deep understanding of customer missions — from military ISR and force protection to law enforcement tactical operations and emergency response — positioning Skydio as a force multiplier
• Establish trusted relationships across operational end users, procurement officials, technical evaluators, policy stakeholders, and executive leadership
• Navigate tenders, framework agreements, grant-funded programs, and government contracting structures across EMEA
• Maintain knowledge of NATO standards, internal security regulations, aviation authorities, data sovereignty requirements, and export compliance frameworks
• Partner cross-functionally with solutions engineering, customer success, compliance, and leadership to ensure secure, compliant, and successful deployments
• Lead operational demonstrations, pilot programs, and capability evaluations tailored to both defense and internal security use cases
• Gather competitive intelligence on regional defense and internal security technology programs and emerging UAS requirements
• Translate sovereign requirements and frontline operational feedback into actionable input for product management and roadmap alignment

Requirements

• 8+ years of experience selling complex hardware, software, or integrated systems into defense, internal security, public safety, or highly regulated government environments
• Proven track record closing multi-stakeholder deals within MOD, MOI, national police, border security, or civil protection organizations
• Strong understanding of EMEA government procurement structures, tender processes, and compliance requirements
• Experience engaging both military and law enforcement stakeholders, from operational commanders to senior ministry officials
• Familiarity with NATO standards, aviation authorities, export controls (e.g., ITAR/EAR), and sovereign data/security requirements
• Background in UAS, aerospace, robotics, ISR systems, public safety technology, or adjacent advanced systems (operational experience is a strong plus)
• Ability to credibly engage technical operators, procurement professionals, and executive decision-makers
• Experience using Salesforce and Google Workspace; familiarity with defense and security market intelligence tools is a plus
• Willingness to travel frequently within EMEA, including to secure government facilities
• Fluent English required; additional European or regional languages strongly preferred.

Benefits

• Diversity-driven innovation
• Well-structured environment embracing diverse perspectives.