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

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

Enterprise Account Manager

Key skills