Enterprise Account Executive, ANZ (Remote - Australia)Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial transportation. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, and operational excellence to empower a broader, more diverse audience of drone users - from first responders to insurance claims adjusters, utilities, and more!About the role :As an Enterprise Account Executive at Skydio, you will be a primary driver of landing and expanding our business into commercial and public sector accounts across many key industries in the Australia & New Zealand region. You will actively qualify accounts and build a strong understanding of potential customers’ businesses to effectively communicate Skydio’s value proposition to them. You will work closely with our local leadership and the marketing teams to hone our target customers and personas. This is a unique opportunity to join a fast-growing sales team and accelerate the growth of Skydio and the commercial UAV industry as a whole.How you'll make an impact :Manage the full sales cycle from identification to closePrioritize your high propensity accounts and develop an engagement strategy for each account to identify key contactsDevelop a deep understanding of your customer’s business vision, challenges and workflowsAchieve sales quotas for allocated accounts and / or territory on a quarterly and annual basisWork closely with cross-functional teams, including sales leadership, engineering, professional services, marketing, legal and financeEngage with Skydio partners within the Australian & New Zealand markets to deliver value to net new customers and accelerate customer value realisationWork with sales engineering and customer success to provide effective demos and / or product training as necessaryResponsible for pipeline management, forecasting, deal labs and tracking activity in SalesForce, keeping management informed in a timely fashion, and identifying new opportunities in net new accountsGather and share intelligence on competitor activity within the regionWhat makes you a good fit :5+ years of sales experience with consistent success in meeting or exceeding sales objectives in enterprise software, hardware, or SaaSFamiliarity with a solution-based approach to selling, experience managing a complex sales process, excellent presentation and listening skills, and organisation and contact management capabilitiesHunter mentality - direct sales experience (B2B)Team player with the ability to provide open, honest and respectful feedbackFamiliarity with the MEDDIC sales qualification methodology or similarExperience with CRM and opportunity management systems, preferably Salesforce.comComfortable working in a fast-paced, dynamic environmentUAV experience is preferred but not essential
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