[Hiring] Sales Director @Skydio

Role Description

As Sales Director, Site Security, you will lead nine quota-carrying sellers:

• Six Strategic Account Managers on the largest enterprises
• Three Enterprise Account Executives on the next tier

Five of the nine are new seats you will hire. Each seller is paired with Solutions Engineering and three dedicated BDRs that build net-new pipeline for the team. This team carries the largest number in Commercial Sales and is planned to grow several-fold over the next three years.

This is a build, not a harvest. The team works a book of thousands of large enterprises where only a small fraction are customers today. Your job is to turn a handful of flagship wins into a repeatable motion:

• One team, one playbook, every facility type.
• A perimeter is a perimeter.
• A win at a data center should teach the team how to win at a distribution center, a hospital, or a stadium.
• One rep owns each logo, and we never put two account teams on one account.

Much of this market is already held by the contract security firms that staff guard posts at these sites. They own the relationships, the master contracts, and the budget line. We grow with them, not around them. You will make sure your team sells with these partners, and that the rep who owns the account gets credit when a partner carries the deal.

You will work alongside peer leaders in Utilities and Emerging markets, and closely with Strategic Partnerships, Solutions Engineering, Customer Success, Deployment, Product, and Marketing. We sell autonomous flying robots and the AI that powers them, and every seller here uses AI tools as a normal part of running a territory. You will model that, coach to it, and hire for it.

Qualifications

• 3+ years leading quota-carrying enterprise sellers as a first-line manager, with team attainment you can state year by year.
• 7+ years in enterprise sales of hardware, software, or SaaS, with personal success closing complex, multi-site, multi-year deals with Fortune 500 companies.
• Experience selling physical security technology or services to corporate security leaders: Chief Security Officers, VPs of Global Security, and GSOC leaders.
• A record of building a new market or category: creating demand, not only harvesting it.
• Fluency selling with and through partners such as contract security firms, integrators, or resellers.
• Demonstrated success recruiting sellers: a real network, a clear view of what good looks like, and the ability to close candidates.
• A coaching approach you can describe, with specific examples of people who got measurably better working for you.
• Strong retention history and a record of developing people into larger roles.
• Daily use of AI tools in your own work, and at least one workflow, analysis, or tool you built or changed in the last two years that made you or your team measurably better.
• Executive presence with security leadership and with your own team, and high personal integrity under quota pressure.
• Ability to travel at least 50% of the time.

Requirements

• Corporate security, law enforcement, or military background.
• Relationships with contract security firms and across the security industry, including ASIS and GSX.
• Experience selling into data centers, logistics and distribution, retail, healthcare, or large campuses and venues.
• Experience building a team from a small base, or scaling a team through rapid growth.
• Familiarity with MEDDPICC, Salesforce, Clari, Slack, and Google Workspace.
• Curiosity that shows: you can explain how something outside sales works in plain language.

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.

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.