Description review
Account Executive - Japan
Skydio · Remote - Tokyo, Japan · back to the listing
HR standards
58/100
needs work
Title ↔ description
79/100
solid
Reads as
Sales Representative
100% confident
What this role officially is
commercial sales representative — ESCO, the EU occupation classification
Commercial sales representatives represent a company in selling and providing information on goods and services to businesses and organisations.
Also known as: field sales representative, technical and commercial sales executive, field sales executive, sales and marketing consultant, business development representative, technical and commercial sales representative
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What the listing never says
- 20 bullet points. Long requirement lists deter qualified candidates, who read them as hard gates. Scope clarity
- No pay range published. Candidates cannot tell whether applying is worth their time. Pay transparency
The listing, marked up
Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial mobility. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, operational excellence, and customer obsession to empower a broader, more diverse audience of drone users, from utility inspectors to first responders, soldiers in battlefield scenarios, and beyond.
About the role:
As a Public Safety Senior Account Executive at Skydio, you will be a primary driver of landing and expanding our business into public sector accounts across Japan. 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 in the region.
How you'll make an impact:
• Manage the full sales cycle from identification to close
• Prioritize your high propensity accounts and develop an engagement strategy for each account to identify key contact
• Support strategic account sales campaigns by building strong executive relationship
• Develop a deep understanding of your customer’s business vision, challenges and workflows
• Achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis
• Work closely with cross-functional teams, including sales leadership, engineering, professional services, marketing, legal and finance
• Engage with Skydio partners within the Japan market to deliver value to net new customers and accelerate customer value realisation
• Work with sales engineering and customer success to provide effective demos and/or product training as necessary
• Responsible 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 accounts
• Gather and share intelligence on competitor activity within the region
What makes you a good fit:
• 10+ years1 of sales experience with consistent success in meeting or exceeding sales objectives in enterprise software, hardware, or SaaS
• Familiarity with a solution-based approach to selling, experience managing a complex sales process, excellent presentation and listening skills, and organisation and contact management capabilities
• Strong executive presence and the ability to interact confidently with c-level customers and senior members of government departments and ministries.
• In-depth knowledge of the government acquisition processes, contracting vehicles, and structuring of hardware, software, and service contracts
• Hunter mentality - direct sales experience (B2B)
• Team player with the ability to provide open, honest and respectful feedback
• Familiarity with the MEDDIC sales qualification methodology or similar
• Experience with CRM and opportunity management systems, preferably Salesforce.com
• UAV experience is preferred but not essential
• Ability to travel 40% of the time
#LI-AY1
At Skydio we believe that diversity drives innovation. We have created a multidisciplinary environment that embraces the power of diverse perspectives to create elegant solutions for complex problems. We are committed to growing our network of people, programs, and resources to nurture an inclusive culture.
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristics protected by federal, state or local anti-discrimination laws.
For positions located in the United States of America, Skydio, Inc. uses E-Verify to confirm employment eligibility. To learn more about E-Verify, including your rights and responsibilities, please visit https://www.e-verify.gov/
About the role:
As a Public Safety Senior Account Executive at Skydio, you will be a primary driver of landing and expanding our business into public sector accounts across Japan. 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 in the region.
How you'll make an impact:
• Manage the full sales cycle from identification to close
• Prioritize your high propensity accounts and develop an engagement strategy for each account to identify key contact
• Support strategic account sales campaigns by building strong executive relationship
• Develop a deep understanding of your customer’s business vision, challenges and workflows
• Achieve sales quotas for allocated accounts and/or territory on a quarterly and annual basis
• Work closely with cross-functional teams, including sales leadership, engineering, professional services, marketing, legal and finance
• Engage with Skydio partners within the Japan market to deliver value to net new customers and accelerate customer value realisation
• Work with sales engineering and customer success to provide effective demos and/or product training as necessary
• Responsible 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 accounts
• Gather and share intelligence on competitor activity within the region
What makes you a good fit:
• 10+ years1 of sales experience with consistent success in meeting or exceeding sales objectives in enterprise software, hardware, or SaaS
• Familiarity with a solution-based approach to selling, experience managing a complex sales process, excellent presentation and listening skills, and organisation and contact management capabilities
• Strong executive presence and the ability to interact confidently with c-level customers and senior members of government departments and ministries.
• In-depth knowledge of the government acquisition processes, contracting vehicles, and structuring of hardware, software, and service contracts
• Hunter mentality - direct sales experience (B2B)
• Team player with the ability to provide open, honest and respectful feedback
• Familiarity with the MEDDIC sales qualification methodology or similar
• Experience with CRM and opportunity management systems, preferably Salesforce.com
• UAV experience is preferred but not essential
• Ability to travel 40% of the time
#LI-AY1
At Skydio we believe that diversity drives innovation. We have created a multidisciplinary environment that embraces the power of diverse perspectives to create elegant solutions for complex problems. We are committed to growing our network of people, programs, and resources to nurture an inclusive culture.
Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristics protected by federal, state or local anti-discrimination laws.
For positions located in the United States of America, Skydio, Inc. uses E-Verify to confirm employment eligibility. To learn more about E-Verify, including your rights and responsibilities, please visit https://www.e-verify.gov/