Responsibilities

As a Strategic Account Manager, you’ll own a named set of the largest enterprises in the US. You’re responsible for the whole relationship: you lead with security, then expand into inspection and other operational use cases with specialist support. This isn’t a volume-hunting role. You’ll go deep: map every buying center, build executive relationships, and take each account from first trial to multi-site deployment. Landing large enterprise logos and then expanding into additional teams, departments, business units and locations is a large part of the job. The first deployment is the start of the relationship, not the goal. You’ll lead a dedicated pod of Business Development, Solutions Engineering and Program Management, and you’re accountable for customers who deploy at scale and become public references.
How you’ll make an impact:
Own a named book of strategic accounts, with a multi-year account plan for each covering stakeholders, business units, sites and expansion path.
Build relationships with CSOs, VPs of Global Security, GSOC leaders and their operations, facilities and risk counterparts.
Land new strategic logos with a well-scoped paid trial or first site deployment that is set up to expand from day one.
Expand systematically after the initial win into new teams, departments, business units and sites, using each deployment as the reference for the next.
Build business cases that put autonomous coverage against the cost of staffed security posts, and position multi-year (5-year) programs.
Lead customers through procurement, InfoSec/vendor risk reviews, MSAs on customer paper, and SLA negotiation.
Direct your account pod (BD, SE, PM) so evaluations succeed and deployment at scale is planned before the contract closes.
Expand from security into inspection and operational use cases, so Skydio becomes the standard across the enterprise as a Force Multiplier.
Develop referenceable customers and case studies with Marketing.
Forecast accurately and manage pipeline in SFDC/Clari.

Strategic Account Manager – Enterprise Security at Skydio · LumiJobs

Strategic Account Manager – Enterprise Security

Responsibilities

Qualification

Required

Benefits

Company

Skydio

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