Key Account Director, West

🔥 5 minutes ago

🇺🇸 United States – Remote

💵 $144k - $180k / year

⏰ Full Time

🔴 Lead

🧑‍💼 Account Executive

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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 regional team of Key Account Leaders selling to public safety agencies with 101 to 550 sworn personnel • Recruit the right people, coach them into strong sellers, and retain them • Sharpen deal strategy and join field activities for competitive pursuits • Build territory, pipeline, and forecast discipline • Collaborate with peer Directors and Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success teams • Model, coach, and hire for effective use of AI tools • Own regional hiring, talent pipeline, candidate evaluation, onboarding, and ramping • Run 1:1s, deal reviews, demos, customer meetings, and executive conversations • Coach POV strategy, early requirement shaping, product differentiation, displacement plays, and account defense • Build MEDDPICC rigor, channel fluency, and forecast honesty • Create AI workflows for customer research, call preparation, RFP response, and pipeline analysis • Build retention through clear expectations, development paths, and recognition • Own territory and quota design • Conduct career conversations and remove team obstacles • Own regional pipeline coverage, forecast accuracy, quarterly linearity, and analysis • Partner with Channel on partner strategy, joint planning, and deal structures • Act as executive sponsor for major competitive pursuits without taking over the deal • Communicate customer insight, competitive intelligence, and product gaps to Marketing and Product • Participate in a structured interview process including leadership deep dive, AI working session, public safety market panel, references, and independent interviewer scoring

🎯 Requirements

• 3+ 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, including a real network and structured hiring process • Articulable coaching approach with measurable examples of employee development • Strong voluntary retention history and record of developing people into larger roles • Experience selling or leading teams into SLED customers • Working knowledge of procurement vehicles and budget and grant cycles • Fluency selling with and through channel partners • Daily, systematic use of AI tools • At least one workflow, analysis, or tool built or changed in the last two years that measurably improved individual or team performance • Executive presence with customer leadership and internal teams • High personal integrity under quota pressure • Ability to travel at least 50% of the time • Based in the Western and Central U.S. region • Preferred: public safety experience, especially law enforcement, fire, or emergency management • Preferred: experience building a team from a small base • Preferred: experience building AI tools used by others • Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace • Preferred: UAV, robotics, or emerging technology background • Must draft resume yourself; AI refinement is permitted • Must use personal AI tools in the working-session interview • Must leave AI tools off during conversational interviews • For U.S. positions, employment eligibility is confirmed using E-Verify

🏖️ Benefits

• Equity in the form of stock options • Comprehensive benefits package • Company group health insurance plans • Paid vacation time • Sick leave • Holiday pay • 401K savings plan • Relocation assistance may be provided for eligible roles • Inclusive, multidisciplinary work environment

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