Inside Sales Representative - National Security (NatSec)

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 .

Skydio is hiring an Inside Sales Representative to support our National Security business. This role helps our NatSec sales team respond quickly to inbound demand, advance smaller transactional opportunities, support government procurement workflows, and provide our Sr. Account Executives with more capacity to focus on strategic pursuits with some of the largest organizations on the planet. You will be the first touchpoint for many customers across federal, military, and defense markets. You will qualify inbound interest, conduct initial discovery, coordinate quotes, support reseller activity, and own select opportunities from qualification through close. You will work closely with 6–8 NatSec Account Executives, as well as Field Sales Representatives, Federal Program Managers, resellers, and channel partners. Success in this role requires organization, urgency, clear communication, and strong judgment in a complex government sales environment. People who succeed at Skydio have the ability to “figure it out.” They are high-agency, self-driven operators who can navigate ambiguity, ask smart questions, pull the right people together, and deliver results without waiting for perfect instructions. This role is a strong fit for someone who takes ownership, learns quickly, and wants to help scale a fast-moving National Security business. How You’ll Make an Impact Own the NatSec inbound motion from first response through qualification, ensuring each lead is triaged quickly and clearly. Conduct discovery to understand customer needs, procurement timing, budget, buying process, and opportunity scope. Run transactional opportunities end-to-end, including quoting, procurement support, customer follow-up, and close. Support government procurement and reseller workflows by building accurate quotes, coordinating pricing and configurations, and helping partners respond to solicitations involving Skydio products. Partner with NatSec AEs, Field Sales Representatives, and Federal Program Managers on territory-specific quote requests, customer follow-up, and opportunity handoffs. Attend industry events and conferences to capture leads, engage prospects and partners, and drive timely post-event follow-up. Maintain accurate CRM records and help improve repeatable workflows for inbound qualification, quoting, handoffs, and transactional deal execution. What Makes You a Good Fit 1–3 years of experience in sales, business development, inside sales, customer success, or another customer-facing role. Government, federal, military, defense, or B2B sales experience preferred. Strong sales fundamentals, including discovery, qualification, quoting, follow-up, and transactional deal execution. Excellent written and verbal communication skills, with the ability to engage professionally with customers, resellers, procurement stakeholders, and internal teams. Highly organized and able to manage competing priorities in a fast-paced, deadline-driven, remote environment. High-agency, resourceful, and comfortable figuring things out in complex, ambiguous environments. Experience with resellers, channel partners, public sector procurement, or government solicitations is a strong plus. Proficiency with CRM tools, Salesforce preferred, and Microsoft Office or Google Workspace. Naturally curious, coachable, and motivated to understand the deeper “why” behind customer needs, mission requirements, and buying processes. High-energy team player who is eager to contribute ideas,