Key Account Leader, Campus at Skydio · LumiJobs

Responsibilities

Campus is a new segment for Skydio, and you will be one of the first sellers in it. The buying committee is wider than in a city, the academic calendar decides when budget moves, and the campus community scrutinizes surveillance more closely than most. You will help write the playbook as you run it.
We sell autonomous flying robots and the artificial intelligence that powers them. Every seller here uses AI tools as a normal part of running a territory: researching institutions, preparing for meetings, responding to RFPs, and analyzing pipeline. We expect you to as well.
This is a highly competitive market, and much of the work happens alongside our channel. You will sell against incumbent platforms and well-funded challengers, and win on the merits.
Location: Remote, U.S. We’re hiring in the Northeast, Southeast, Northwest, and Southwest regions.
These are the standards we hire to, and they describe how the best people on this team already work.
High integrity. Public safety is a tight-knit community. Campus public safety leaders, who benchmark against peer institutions constantly, talk to each other, and a reputation for straight answers travels fast. We sell what the ecosystem is actually capable of, we are clear about where the product is today and where it's headed, and we win on our own merits. There's no compromise here.
Sales is a team sport. One team. No lone wolves. Deals are won by account leaders, sales engineering, business development, channel, marketing, strategic relationships, government relations, and mission success pulling in the same direction, and our partners are part of that team, not a channel to be managed around. The best people here care more about the collective number than their own slice of it.
Great conversationalists. This is the craft of the job: asking better questions than anyone else in the room, listening for what a chief or a vice president isn't saying, real curiosity about how an institution operates. Not polish, not a rehearsed pitch. Trust in this market is built one honest conversation at a time, and it is the thing competitors cannot copy.
Curious, and fluent with the tools. Everyone on this team uses AI as a normal part of their work: researching institutions, preparing for meetings, analyzing pipeline, drafting and then editing. That takes taste more than technical skill: knowing what a quality result looks like, describing a problem precisely enough to get it, and catching the tool when it is confidently wrong. The same muscle makes a great seller. Discovery is specifying the problem; qualification is checking the output. We hire people who are curious about how things work, whether that's a university's budget, a board of trustees' politics, or the aircraft's autonomy, and who have spent the last two years embracing AI rather than waiting to be told to use it.
How you'll make an impact
Own your territory plan: know the institutions in it, which are likely to move this year, and why
Generate your own pipeline through outbound, events, and partners rather than waiting on inbound demand

Key Account Leader, Campus

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Skydio

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