Key Account Leader, Small Cities East (AI/Public Safety)

Location: Remote, Eastern U.S.; must be based in the East Territory and able to travel at least 50% of the time

Annual base salary: $110,000–$140,000 plus commission. Equity and benefits are also included for eligible regular, full-time employees.

Company

Develops autonomous drones and the artificial intelligence, hardware, and software that support public safety, utility inspection, national security, and other aerial-mobility use cases.

What you will do

• Own a small-city public safety territory covering agencies with 1–40 sworn personnel.
• Build pipeline through outbound activity, events, partners, and early engagement with agency decision criteria.
• Run full-cycle deals from discovery and demonstrations through proof of value, proposals, procurement, approval, and award.
• Build consensus among chiefs or sheriffs, city or town managers, and councils or commissions while competing against incumbent platforms and challengers.
• Sell with channel partners and coordinate Sales Engineering, Business Development, Government Relations, Marketing, Strategic Relationships, and Mission Success.
• Maintain accurate forecasts and pipeline metrics, use AI tools for research and sales execution, and provide field intelligence on competitors, product gaps, and agency buying behavior.

Requirements

• At least 2 years carrying an individual quota in enterprise software, hardware, or SaaS sales, with year-by-year attainment including any missed year and resulting changes.
• Personal success running full-cycle, multi-stakeholder deals from first conversation to signed contract and building a self-sourced pipeline, including the share of closed business sourced personally.
• Disciplined qualification, trustworthy forecasting, strong activity and pipeline management, and success in a high-velocity, high-volume selling environment.
• Fluency selling with and through channel partners.
• Daily systematic use of AI tools and at least one workflow, analysis, or tool built or changed in the last two years that measurably improved performance; the work must be demonstrated.
• Presence with agency leadership and high personal integrity under quota pressure.
• Ability to travel at least 50% of the time and be based in the East Territory.

Nice to have

• Public safety experience, especially law enforcement, fire, or emergency management.
• Experience selling to SLED customers and knowledge of procurement vehicles, budgets, and grant cycles.
• High-volume transactional sales experience.
• Experience building AI tools, analyses, or workflows used by others, including understanding what an initial version got wrong.
• Curiosity about agency budgets, airspace waivers, aircraft autonomy, or other non-sales systems, with the ability to explain them clearly.
• Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
• UAV, robotics, or emerging-technology experience and comfort in a fast-moving environment.

Culture & Benefits

• High-integrity, customer-focused sales culture centered on clear product communication and winning on merit.
• Collaborative sales model involving account leadership, sales engineering, business development, channel, marketing, strategic relationships, government relations, and mission success.
• Regular full-time employees may receive stock options, health insurance, paid vacation, sick leave, holiday pay, and a 401(k) savings plan, subject to eligibility and applicable laws.
• AI tools are expected in daily territory research, meeting preparation, RFP responses, and pipeline analysis, with human review before customer use.
• Employment eligibility for U.S.-located positions is verified through E-Verify.

Hiring process

• 30-minute hiring-manager conversation followed by a detailed review of year-by-year attainment, pipeline generation, and won and lost deals.
• Working session using personal AI tools on a realistic territory problem, followed by a panel discovery conversation and explanation of how to win a segment deal.
• Conversation about problem-solving, references from managers and colleagues, and independent interviewer scoring against a shared rubric. AI tools should be used for preparation and the working session but not during conversational interviews.