← All roles

Key Account Director, Small City (West)

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

About the role

Leadership role overseeing a regional team of Key Account Leaders selling into the public safety segment (1–40 sworn personnel) within a remote West US territory. Focuses on recruiting, coaching, and retaining high-performing sellers while driving region-wide pipeline, forecast discipline, and upmarket expansion alongside channel, marketing, and product teams.

Responsibilities

  • Own hiring for the region, build talent pipeline, run a rigorous interview process, and personally close selected candidates
  • Coach and develop 1:1s, deal reviews, field presence, and competitive strategy with the team
  • Maintain MEDDPICC rigor, channel fluency, and forecast honesty in team workflows
  • Build and retain a high-performing team with clear development paths and retention strategies
  • Own region pipeline, forecast accuracy, linearity, and quarter-by-quarter performance
  • Partner with Channel on partner strategy and joint planning, and with Mid-City and T1200 leaders on routing and customer experience
  • Represent customer insight and competitive intelligence to Marketing and Product, and coordinate with Channel on reach and direct sales balance
  • Lead the region through a high-velocity, high-volume selling environment, leveraging AI tools in daily work and team processes

Qualifications

  • 2+ years leading quota-carrying sellers as a first-line manager with year-by-year attainment
  • 4+ years total in enterprise software, hardware, or SaaS sales with complex multi-stakeholder deals
  • Demonstrated success recruiting sellers with a structured process and ability to close candidates
  • Coaching track record with tangible improvements in team performance
  • Strong retention history and ability to promote people to larger roles
  • Experience selling or leading teams into SLED customers with procurement and budgets
  • Fluency selling with channel partners
  • Daily use of AI tools and a proven AI workflow that improved team performance
  • Executive presence, high integrity under quota pressure, willingness to travel 50%+
  • Data-fluent coaching and experience building repeatable sales processes

Skills

Required:Leadership of quota-carrying sales teamsEnterprise software/hardware/SaaS salesRecruiting and interviewingCoaching and developmentChannel partner managementMEDDPICC and forecast disciplineAI tool usage in sales
Nice to have:Public safety/nodes of procurement

Benefits

  • Paid vacation time
  • Sick leave
  • Holiday pay
  • 401K savings plan
  • Base salary plus commission and equity
  • Group health insurance
  • Relocation assistance may be provided
Last updated Oct 22, 2026. Interested? Apply on the company site.
Skydio logo

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
Company profileWebsite

More open roles at Skydio