• Drive new business development across Ministries of Defence, Ministries of Interior, Armed Forces, national police, gendarmerie forces, border security, and civil protection agencies • Own and execute mission-aligned account strategies tied to national security, modernization, and public safety capability priorities • Develop territory plans targeting defense modernization programs, internal security technology upgrades, and national UAS enablement initiatives • Build and maintain a qualified pipeline aligned to complex public-sector procurement cycles, meeting or exceeding annual and multi-year revenue objectives • Develop a deep understanding of customer missions — from military ISR and force protection to law enforcement tactical operations and emergency response — positioning Skydio as a force multiplier • Establish trusted relationships across operational end users, procurement officials, technical evaluators, policy stakeholders, and executive leadership • Navigate tenders, framework agreements, grant-funded programs, and government contracting structures across EMEA • Maintain knowledge of NATO standards, internal security regulations, aviation authorities, data sovereignty requirements, and export compliance frameworks • Partner cross-functionally with solutions engineering, customer success, compliance, and leadership to ensure secure, compliant, and successful deployments • Lead operational demonstrations, pilot programs, and capability evaluations tailored to both defense and internal security use cases • Gather competitive intelligence on regional defense and internal security technology programs and emerging UAS requirements • Translate sovereign requirements and frontline operational feedback into actionable input for product management and roadmap alignment

• Drive new business development across Ministries of Defence, Ministries of Interior, Armed Forces, national police, gendarmerie forces, border security, and civil protection agencies • Own and execute mission-aligned account strategies tied to national security, modernization, and public safety capability priorities • Develop territory plans targeting defense modernization programs, internal security technology upgrades, and national UAS enablement initiatives • Build and maintain a qualified pipeline aligned to complex public-sector procurement cycles, meeting or exceeding annual and multi-year revenue objectives • Develop a deep understanding of customer missions — from military ISR and force protection to law enforcement tactical operations and emergency response — positioning Skydio as a force multiplier • Establish trusted relationships across operational end users, procurement officials, technical evaluators, policy stakeholders, and executive leadership • Navigate tenders, framework agreements, grant-funded programs, and government contracting structures across EMEA • Maintain knowledge of NATO standards, internal security regulations, aviation authorities, data sovereignty requirements, and export compliance frameworks • Partner cross-functionally with solutions engineering, customer success, compliance, and leadership to ensure secure, compliant, and successful deployments • Lead operational demonstrations, pilot programs, and capability evaluations tailored to both defense and internal security use cases • Gather competitive intelligence on regional defense and internal security technology programs and emerging UAS requirements • Translate sovereign requirements and frontline operational feedback into actionable input for product management and roadmap alignment

• 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

• 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