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Key Account Director, Campus

Skydio· Operations
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Remote$144k - $200k + equity + bonusFull-timePosted 5d ago

About the role

Lead a national team of Key Account Leaders selling into large universities and colleges with dedicated police departments. First-line leadership role focused on recruiting, coaching, and retaining top sellers; responsible for segment performance rather than individual accounts.

Responsibilities

  • Recruit for the campus segment and hire to a high bar
  • Coach and develop Key Account Leaders, including field involvement and feedback
  • Manage deal strategy, field presence, pipeline, and forecast discipline for the team
  • Run Skydio's public safety playbook and adapt it for campus needs
  • Set standards for team operations, including AI tool usage and territory management
  • Sell in collaboration with Channel, Sales Engineering, Business Development, Marketing, and other teams
  • Own segment number, pipeline coverage, forecast accuracy, and quarter-to-quarter performance
  • Partner with Channel on partner strategy, joint planning, and deal structures
  • Represent customer insights, competitive intelligence, and product gaps to Marketing and Product
  • Tailor playbooks to campus nuances and academic calendars
  • Act as executive sponsor on large, competitive pursuits
  • Build and maintain a structured, high-integrity sales culture

Qualifications

  • 2+ years leading quota-carrying sellers as a first-line manager with documented year-by-year attainment
  • 4+ years total in enterprise software, hardware, or SaaS sales with success closing complex, multi-stakeholder deals
  • Demonstrated success recruiting sellers with a structured process and ability to close candidates
  • Coaching track record with measurable improvements in team performance
  • Strong retention history and ability to promote through ranks
  • Experience selling to or leading teams into SLED customers with procurement knowledge
  • Fluency selling with channel partners
  • Daily, systematic use of AI tools in personal work and team workflows
  • Executive presence with customer leadership and team, high integrity under quota pressure
  • Ability to travel at least 50% and be based in the United States
  • Experience with higher education or institutional customers
  • Judgment to adapt plays for segment nuances
  • FAA Part 107 certification strongly encouraged or required for certain roles

Skills

Required:Leadership of quota-carrying sales teamsEnterprise software/hardware/SaaS salesRecruiting and hiringCoaching and development

Benefits

  • Competitive base salary
  • Equity in stock options
  • Comprehensive benefits package
  • Paid vacation time, sick leave, holiday pay, and 401K savings plan
  • Relocation assistance may be provided for eligible roles
Last updated Oct 22, 2026. Interested? Apply on the company site.
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About Skydio

A family of flying robots.

AI-powered autonomous drones for Drone as First Responder (DFR), critical infrastructure inspection, tactical ISR, site security, surveying and mapping

DronesAutonomous SystemsInspectionSecurityMappingPublic SafetyNational Security
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