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Key Account Director, Small City (Central)

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

About the role

Leadership role leading a regional team of Key Account Leaders selling into the public safety segment (agencies with 1 to 40 sworn personnel) in the Central US, focused on recruiting, coaching, and retaining high-performing sellers to build a scalable region.

Responsibilities

  • Own hiring for your region: build a continuous talent pipeline, run a fast and rigorous process, and personally close the candidates you want
  • Hire to the bar above: integrity, team instinct, conversational craft, and fluency with the tools matter as much as a closed-won history
  • Screen for evidence, not adjectives: attainment stated year by year with the misses included, deal stories with the mechanics of how the customer bought, and something the candidate has built or changed in how they work in the last two years
  • Run a structured process: the same core questions for every candidate, a live working session, independent scoring, and a debrief that decides on evidence
  • Onboard and ramp new Key Account Leaders with a clear path from first day to first award, and hold the ramp accountable
  • Run 1:1s and deal reviews that build judgment rather than just inspect pipeline
  • Get in the field: join demos, customer meetings, and executive conversations, then debrief with specific, usable feedback
  • Coach the competitive game: POV strategy, shaping requirements early, framing Skydio's unique differentiators, displacement plays, and defending accounts under attack
  • Build MEDDPICC rigor, channel fluency, and forecast honesty into how the team works, not just what they report
  • Raise the team's fluency with AI tools: build shared workflows for customer research, call prep, RFP response, and pipeline analysis, and hold the line that nothing AI-drafted reaches a customer unreviewed
  • Build a team that people don't want to leave: clear expectations, real development paths, and recognition that lands
  • Own territory and quota design so assignments are achievable, equitable, and worth staying for
  • Have honest career conversations early, address disengagement before it becomes a resignation, and be the escalation path your team trusts to clear obstacles
  • Own the region number: pipeline coverage, forecast accuracy, linearity across the quarter, and the analysis behind them
  • Partner with Channel on partner strategy, joint planning, and the deal structures that get customers to yes
  • Act as executive sponsor on your team's largest and most competitive pursuits: present in the room, without taking the deal over
  • Represent your region's customer insight, competitive intelligence, and product gaps to Marketing and Product
  • Work with Channel on where partners extend reach, where direct is the right path, and how the two stay coordinated
  • Partner with Mid-City and T1200 leaders on clean routing, shared credit, and a smooth customer experience when an account graduates

Qualifications

  • 2+ years leading quota-carrying sellers as a first-line manager, with team attainment you can state year by year, including the year you missed and what you changed
  • 4+ years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals
  • Demonstrated success recruiting sellers: a real network, a clear point of view on what good looks like, a structured process you can describe, and the ability to close candidates
  • A coaching approach you can articulate, with specific examples of people who got measurably better working for you
  • Strong voluntary retention history, a record of developing people into larger roles, and the judgment to move quickly when someone isn't right for the seat
  • Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles and budget and grant cycles
  • Fluency selling with and through channel partners
  • Daily, systematic 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 both customer leadership and your own team, and high personal integrity under quota pressure
  • Ability to travel at least 50% of the time, and based in Central US Territory
  • Personal success in a high-velocity, high-volume selling environment
  • Data-fluent coaching: you manage a funnel by its metrics and can point to the specific lever behind a rep's result
  • Experience building or maintaining a repeatable sales process that holds up as volume and headcount grow

Skills

Required:Leadership of quota-carrying sellersEnterprise software/hardware/SaaS salesRecruiting and hiringCoaching and developmentMEDDPICC, forecast, and pipeline rigorAI tool fluency and workflows

Benefits

  • Paid vacation time
  • sick leave
  • holiday pay
  • 401K savings plan
  • group health insurance plans
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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