Enterprise Account Manager, US Army

Enterprise Account Manager, US Army Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial mobility. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, operational excellence, and customer obsession to empower a broader, more diverse audience of drone users, from utility inspectors to first responders, soldiers in battlefield scenarios and beyond. About the Role: As an Enterprise Account Manager (EAM) supporting the US Army at Skydio, you will be responsible for driving strategic growth and long-term adoption of Skydio solutions across Army organizations. You will lead account strategy, prospect into key Army commands and program offices, and develop a deep understanding of operational missions to position Skydio technology at scale. You will navigate complex Army organizational structures — from operational units and Portfolio Acquisition Executives (PAE’s) to labs, innovation units, and acquisition commands — to drive mission impact and revenue growth. This is a unique opportunity to help shape Skydio’s Army strategy and accelerate adoption of autonomous UAS capabilities across the force. How You’ll Make an Impact: - 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 What Makes You a Good Fit: - 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 Compensation: At Skydio, our compensation packages for regular, full-time employees include competitive base salaries, equity in the form of stock options, and comprehensive benefits packages. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. Relocation assistance may also be provided for eligible roles. The on-target-earnings (OTE) range for this pos ... (truncated, view full listing at source)