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Skydio
Skydio
501 – 1.000 Angajați
Sponsor pentru viza H1BApărareIndustria prelucrătoareLogistică
Skydio dezvoltă sisteme autonome de drone pentru inspecții, securitate, siguranță publică, cartografiere și alte operațiuni complexe. Portofoliul său combină aeronave precum X10, X10D și R10 cu stații de andocare, inteligență artificială integrată, tehnologie de senzori, software cloud, Skydio Autonomy și DFR Command. Prin integrarea hardware-ului, software-ului și serviciilor, Skydio ajută agențiile guvernamentale, companiile de utilități și organizațiile de întreprindere să obțină o perspectivă asupra situației și să efectueze inspecții sau misiuni Drone-as-First-Responder cu mai puțin control manual al zborului, inclusiv în medii dificile.
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Locurile de muncă ale companiei

Key Account Director, Higher Education Sales

Lead Skydio’s national campus sales team, bringing autonomous drones and AI-powered public safety solutions to universities and colleges. Recruit and develop sellers while driving revenue across the higher education market.

USStatele Unite ale Americii
144.000 $ – 200.000 $ / an
RemoteNormă întreagăLiderLimbă Obligatorie: englezăManager de contVânzări

Descriere

  • Lead national sales to large universities and colleges with dedicated campus police departments.
  • Recruit, coach, and retain high-performing account leaders.
  • Set team quotas, strengthen territory and pipeline discipline, and keep forecasts accurate.
  • Guide deal strategy and participate in competitive pursuits, demonstrations, customer meetings, and executive discussions.
  • Apply and refine Skydio’s public safety sales approach for campus customers.
  • Promote daily use of AI tools for territory planning, customer research, meeting preparation, pipeline analysis, and RFP responses.
  • Coach teams on competitive selling, proof-of-value strategy, early requirements, differentiation, displacement, and account defense.
  • Strengthen MEDDPICC practices, channel expertise, and candid forecasting.
  • Coach institutional selling with chiefs, vice presidents, general counsel, risk and procurement teams, and other campus stakeholders.
  • Lead hiring, onboarding, ramp-up, one-on-ones, deal reviews, career discussions, and employee development.
  • Design territories and quotas.
  • Work with Channel on partner strategy, joint plans, deal structures, and cooperative or system-wide contract vehicles.
  • Act as executive sponsor for major competitive pursuits.
  • Share customer insights, competitive intelligence, and product gaps with Marketing and Product.
  • Plan sales activity around academic calendars and concentrated budget periods.

Cerințe

  • At least 2 years managing quota-carrying sellers as a first-line manager.
  • At least 4 years of enterprise software, hardware, or SaaS sales experience.
  • A record of closing complex deals involving multiple stakeholders.
  • Proven ability to recruit sellers and successfully close candidates.
  • A structured hiring process and skill in evaluating evidence.
  • A clear coaching approach, supported by measurable examples of employee growth.
  • Strong voluntary retention results and experience preparing people for larger roles.
  • Experience selling to or leading teams serving state, local, and education (SLED) customers.
  • Working knowledge of procurement vehicles, budget cycles, and grant cycles.
  • Ability to sell with and through channel partners.
  • Daily, systematic use of AI tools.
  • A workflow, analysis, or tool built or improved in the past two years that measurably raised individual or team performance.
  • Executive presence and strong personal integrity.
  • Ability to travel at least 50% of the time.
  • Residence in the United States.
  • Experience with higher education or other institutional customers.
  • Sound judgment in adapting standard playbooks to segment-specific needs.
  • FAA Part 107 certification is strongly encouraged within the first 60 days for all employees and required for some positions.
  • Preferred: higher education or public safety experience, including law enforcement, fire, or emergency management.
  • Preferred: experience building a team from a small base.
  • Preferred: an AI tool, analysis, or workflow created for others to use.
  • Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
  • Preferred: background in UAVs, robotics, or emerging technology.
  • Comfort working in a fast-moving environment.

Beneficii

  • Equity through stock options.
  • Comprehensive benefits package.
  • Relocation assistance may be available for eligible roles.
  • Group health insurance plans.
  • Paid vacation.
  • Sick leave.
  • Holiday pay.
  • 401(k) savings plan.
  • Eligible regular full-time employees can share in company success through equity.
  • Inclusive, multidisciplinary work environment.

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RemoteNormă întreagăSeniorLiderLimbă Obligatorie: englezăVânzări
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