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

Enterprise Account Manager, US Navy, US Marine Corps, and IC/SOCOM 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 Navy, US Marine Corps, and IC/SOCOM accounts at Skydio, you will drive strategic growth and mission adoption of Skydio solutions across maritime, expeditionary, and special operations communities. You will lead account strategy, identify and mature opportunities, and build trusted relationships across operational commands, program offices, and acquisition organizations. You will navigate complex defense and intelligence community structures — from fleet and MEF-level operators to PAEs, SYSCOMs, SOCOM components, and IC mission directorates — to deliver operational value and scalable deployments. This is a unique opportunity to shape Skydio’s footprint across maritime, expeditionary, and special mission environments How You’ll Make an Impact: - 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 What Makes You a Good Fit: - 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 Su ... (truncated, view full listing at source)