Key Account Director

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $144k - $200k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 3%

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Skydio

WebsiteLinkedInAll Job Openings

501 - 1000 employees

Founded 2014

🎖️ Defense

🏭 Manufacturing

📦 Logistics

💰 $170M Series E - Skydio on 2024-11

Defense • Manufacturing • Logistics

Skydio is a manufacturer of autonomous drone systems that combine advanced onboard artificial intelligence, sensors, and cloud software to automate flight for inspection, security, public safety, and mapping missions. Its product family (including the X10, X10D, R10, docking stations, and software such as Skydio Autonomy and DFR Command) is designed for rapid situational awareness, automated inspections, site security, and Drone-as-First-Responder deployments for government, utilities, and enterprise customers. Skydio delivers integrated hardware, software, and services to enable safer, faster, and more autonomous operations in challenging environments.

📋 Description

• Lead a national team of Key Account Leaders selling into large universities and colleges with dedicated police departments • Recruit the right people, coach them into strong sellers, and retain them • Set team quota, build territory and pipeline discipline, and maintain forecast accuracy • Sharpen deal strategy and join competitive pursuits, demos, customer meetings, and executive conversations • Run and adapt Skydio’s public safety sales playbook for campus customers • Model and coach daily use of AI tools for territory management, customer research, meeting preparation, pipeline analysis, and RFP responses • Coach competitive selling, POV strategy, early requirement shaping, differentiation, displacement, and account defense • Build MEDDPICC rigor, channel fluency, and forecast honesty • Coach institutional sales across chiefs, vice presidents, general counsel, risk, procurement, and campus stakeholders • Own hiring, onboarding, ramp, 1:1s, deal reviews, career conversations, and employee development • Own territory and quota design • Partner with Channel on partner strategy, joint planning, deal structures, and cooperative or system-wide contract vehicles • Serve as executive sponsor on major competitive pursuits • Represent customer insight, competitive intelligence, and product gaps to Marketing and Product • Plan around academic calendars and concentrated budget windows

🎯 Requirements

• 2+ years leading quota-carrying sellers as a first-line manager • 4+ years total in enterprise software, hardware, or SaaS sales • Personal success closing complex, multi-stakeholder deals • Demonstrated success recruiting sellers and closing candidates • Structured hiring process and ability to assess evidence • Articulated coaching approach with measurable examples of employee improvement • Strong voluntary retention history and experience developing people into larger roles • Experience selling or leading teams into SLED customers • Working knowledge of procurement vehicles, budget cycles, and grant cycles • Fluency selling with and through channel partners • Daily, systematic use of AI tools • Workflow, analysis, or tool built or changed in the last two years that measurably improved work or team performance • Executive presence and high personal integrity • Ability to travel at least 50% of the time • Based in the United States • Experience with higher education or other institutional customers • Judgment to adapt standard playbooks to segment nuances • FAA Part 107 certification within the first 60 days is strongly encouraged for all employees and required for certain positions • Preferred: higher education or public safety experience, including law enforcement, fire, or emergency management • Preferred: experience building a team from a small base • Preferred: AI tool, analysis, or workflow built for others to use • Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace • Preferred: UAV, robotics, or emerging technology background • Comfort working in a fast-moving environment

🏖️ Benefits

• Equity in the form of stock options • Comprehensive benefits package • Relocation assistance may be provided for eligible roles • Group health insurance plans • Paid vacation time • Sick leave • Holiday pay • 401K savings plan • Opportunity for regular, full-time employees to benefit from company success through equity • Inclusive, multidisciplinary work environment