Strategic Account Manager – Enterprise Security

Remote · USD 144,000-180,000 / year · 8-12 years experience · Full-time · Remote · Posted Oct 8, 2026

At a glance

As a Strategic Account Manager, you'll own a named set of the largest enterprises in the US and manage the whole relationship.
You lead with security, then expand into inspection and other operational use cases with specialist support.
You'll lead a dedicated pod of Business Development, Solutions Engineering and Program Management to ensure customers deploy at scale.

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.

8–12+ years of enterprise sales, including closing seven-figure, multi-year, multi-site deals with Fortune 500 customers.
A proven track record of landing large enterprise logos and expanding them across multiple teams, departments, business units and locations, growing an initial deal into a multi-year, enterprise-wide program.
Experience selling physical security, safety or operational technology.
Comfortable with long cycles: procurement, legal, security review and executive sign-off across several business units.
Rigorous qualification using MEDDPICC or similar, especially decision process (with documented success criteria) and paper process.
Can lead cross-functional teams without direct authority.
Ability to travel 50%+.
Based near a major US hub airport.

Axon, Verkada, Genetec, Milestone, Motorola Solutions, LenelS2 or similar experience
Existing relationships with corporate security leaders; active in ASIS / GSX
Robotics, UAV or emerging technology experience
Startup or high-growth experience