[Hiring] Key Account Director @Skydio

Role Description

As a Key Account Director, Small City at Skydio, you will lead a regional team of Key Account Leaders selling into our highest-volume public safety segment, agencies with 1 to 40 sworn personnel. This is a first-line leadership role, and the job comes down to three things:

• Recruiting the right people
• Coaching them into great sellers
• Keeping them here

You will not carry your own accounts. Your number is your team's number, and you will hit it by:

• Sharpening deal strategy
• Getting into the field on their most competitive pursuits
• Building the territory, pipeline, and forecast discipline

You will work alongside peer Directors leading other segments and geographies, and across various departments.

What makes this segment distinct is scale. Your team works through many opportunities every quarter, so you will lead through the funnel as much as through individual deals.

• Conversion rates, cycle time, stage velocity, and activity quality will tell you where to intervene.
• You also own the region's upmarket radar.

You will set the standard for how the team works, not only what it sells. Every seller here uses AI tools as a normal part of running a territory.

Qualifications

• 2+ years leading quota-carrying sellers as a first-line manager
• 4+ years total in enterprise software, hardware, or SaaS sales
• Demonstrated success recruiting sellers
• A coaching approach you can articulate
• Strong voluntary retention history
• Experience selling or leading teams into SLED customers
• Fluency selling with and through channel partners
• Daily, systematic use of AI tools in your own work
• Executive presence with both customer leadership and your own team
• Ability to travel at least 50% of the time
• Personal success in a high-velocity, high-volume selling environment
• Data-fluent coaching
• Experience building or maintaining a repeatable sales process

Requirements

• Experience in public safety, specifically law enforcement, fire, or emergency management
• Experience building a team from a small base
• Curiosity that shows in your explanations
• Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
• UAV, robotics, or emerging technology background

Benefits

• Competitive base salaries
• Equity in the form of stock options
• Comprehensive benefits packages
• Paid vacation time
• Sick leave
• Holiday pay
• 401K savings plan

Company Description

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.