Enterprise Account Manager – US Navy, US Marine Corps, IC/SOCOM

Role Overview

• Own and execute the account strategy for Navy, Marine Corps, and IC/SOCOM portfolios, driving land-and-expand growth across operational and acquisition stakeholders
• Identify, qualify, and mature opportunities from pre-solicitation through award and post-award expansion
• Develop multi-year account plans outlining target commands, funding pathways (O&M, RDT&E, procurement), transition strategies, and competitive positioning
• Build and manage a qualified pipeline to meet and exceed quarterly and annual sales targets
• Engage fleet operators, Marine expeditionary units, special operations components, intelligence mission owners, and acquisition professionals to align Skydio capabilities to mission needs
• Navigate diverse acquisition pathways including Programs of Record, OTAs, IDIQs, SBIR transitions, SOCOM-specific contracting authorities, and IC procurement channels
• Maintain working knowledge of Navy and USMC UAS programs, maritime and expeditionary doctrine, SOCOM capability priorities, and IC mission requirements
• Coordinate with Sales Operations, Capture, Contracts, and Customer Success to ensure successful contract execution, delivery timelines, and fielding plans
• Support demonstrations, shipboard/expeditionary evaluations, special mission pilots, and operational exercises in partnership with Customer Success
• Gather and share competitive intelligence related to maritime, tactical ISR, and special mission UAS competitors
• Provide structured feedback to Product Management on maritime hardening, expeditionary durability, ISR integration, security requirements, and other mission-driven capability gaps

Requirements

• 8+ years of successful enterprise hardware, software, or SaaS sales experience, with strong preference for Navy, Marine Corps, SOCOM, or IC-focused federal sales
• Demonstrated success closing complex, multi-stakeholder deals within DoD and/or the Intelligence Community
• Deep understanding of Navy (PEO U&W, NAVAIR, NAVWAR, NAVSEA), Marine Corps (CD&I, MARCORSYSCOM, MEF structure), SOCOM (USSOCOM HQ and component commands), and/or IC organizational structures
• Strong knowledge of federal acquisition processes, including SOCOM and IC-specific contracting authorities
• Experience transitioning RDT&E, experimentation, or innovation unit projects into enduring programs
• Familiarity with maritime operations, expeditionary warfare, tactical ISR, and/or special operations mission sets
• Prior Navy, Marine Corps, SOF, or IC service and/or hands-on sUAS operational experience strongly preferred
• Experience using Salesforce, Google Suite, BGov, and GovWin
• Ability to obtain and maintain a Secret Clearance.

Benefits

• Competitive base salaries
• Equity in the form of stock options
• Comprehensive benefits packages
• Paid vacation time
• Sick leave
• Holiday pay
• 401K savings plan