Account Executive

About Paladin Drones

Paladin is revolutionizing public safety with autonomous drone technology. Our mission? To be on the frontline of emergencies within 90 seconds. When someone dials 911, our drones take flight, providing first responders with a real-time overhead view of the situation, amplifying their situational awareness and hastening response times. Leveraging LTE for unlimited range and control, our drones currently answer the call of duty over 1,000 times weekly across multiple cities and states.

Our vision is ambitious: within the next decade, our technology will be an essential tool for first responders in every city worldwide. As a tight-knit, passionate, and forward-thinking team, we are committed to pushing the boundaries of UAV tech and making a monumental difference in a rapidly advancing domain.

Position Overview

Paladin Drones is seeking a dynamic and results-driven Account Executive to join our growing sales team. This individual will play a key role in expanding Paladin’s footprint across local public safety departments — police, fire, and emergency management agencies — as well as municipal governments.

We follow a Challenger and consultative sales methodology, meaning our AEs don’t just sell products — they challenge assumptions, educate customers, and guide them toward modernizing their emergency response capabilities through drone-as-first-responder programs.

You’ll serve as a trusted advisor to chiefs, city officials, and command staff — helping them design, fund, and implement drone programs that save lives and transform community safety.

• Key Responsibilities
• Sales Strategy & Execution

• Identify, engage, and close new business with local police, fire, and city departments across target regions.
• Work with team of SDRs to get best targeting and lead generation (SDRs book demos for you)
• Own the sales cycle from demo through contract close, with a focus on solution-based, value-driven sales.
• Meet or exceed quarterly revenue and activity goals in a quota- and metric-driven environment.
• Apply the Challenger Sale approach — teaching customers new insights, tailoring solutions to their mission, and taking control of the sale.

Client Relationship Management

• Build long-term, trust-based relationships with public safety leaders and municipal decision-makers.
• Conduct discovery sessions to deeply understand operational pain points and funding constraints.
• Serve as the main point of contact for assigned accounts and ensure seamless handoff to implementation and customer success teams.

Product & Industry Expertise

• Become an expert in Paladin’s full product suite — from Watchtower (cloud command platform) to EXT (autonomy module) and ADS-B (aircraft detection.
• Deliver compelling demos and ROI-driven proposals that connect product capabilities to mission outcomes.
• Stay ahead of evolving FAA regulations, funding programs, and industry trends to position Paladin as a trusted authority.

Collaboration & Reporting

• Collaborate cross-functionally with Product, Marketing, Engineering, and Customer Success to ensure client success.
• Maintain detailed activity tracking, forecasting, and pipeline health within HubSpot CRM.

• Qualifications
• Education & Experience

• Bachelor’s degree in Business, Marketing, Public Administration, or related field preferred.
• 3+ years of experience in a B2B sales role, ideally in SaaS, hardware, or government/public safety technology.

Skills & Competencies

• Proven track record of quota attainment and success in complex, consultative sales cycles.
• Strong communication, storytelling, and negotiation skills with the ability to engage both technical and non-technical audiences.
• Comfort navigating government procurement processes, city budgets, and RFPs.
• Tech-savvy with the ability to learn and articulate complex drone and software systems.
• Experience with HubSpot CRM, Google Suite, Asana, and Slack preferred.

Preferred

Experience selling to public safety or municipal government agencies strong