Sales Director, Site Security

Job not on LinkedIn

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $172k - $240k / year

⏰ Full Time

🔴 Lead

👮‍♂️ Cybersecurity / Security Engineer

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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 nine quota-carrying sellers, including six Strategic Account Managers and three Enterprise Account Executives • Hire five new sellers and own continuous talent pipeline development • Personally close candidates, onboard them, and ramp them with books, relationships, and opportunities • Run 1:1s and deal reviews focused on developing judgment • Join executive meetings, site walks, and pilot reviews and provide specific feedback • Coach ROI selling against guard contracts and broader facility, EHS, and operations use cases • Coach direct and partner-led selling with contract security firms and integrators • Build MEDDPICC rigor, forecast honesty, accurate close dates, current notes, and clean opportunities • Improve team use of AI for account research, call preparation, RFP responses, and pipeline analysis • Build retention through clear expectations, development paths, recognition, and career conversations • Design fair, achievable territories and quotas • Own the security business number, pipeline coverage, forecast accuracy, and linearity; present analysis monthly to executive leadership • Convert flagship programs into enterprise-wide rollouts across hundreds of sites • Route accounts under $1B to Inside Sales and maintain one rep per logo • Build account-scoring coverage focused on enterprises suited to Skydio Docks • Partner with Strategic Partnerships on contract security firm relationships, joint pursuits, and deal structures • Act as executive sponsor on the team's largest pursuits • Bring customer insight, competitive intelligence, and product gaps to Product and Marketing

🎯 Requirements

• 3+ years leading quota-carrying enterprise sellers as a first-line manager, with year-by-year team attainment • 7+ years in enterprise sales of hardware, software, or SaaS • Personal success closing complex, multi-site, multi-year deals with Fortune 500 companies • Experience selling physical security technology or services to corporate security leaders • Experience with video surveillance, access control, security robotics, GSOC platforms, or guarding services • Record of building a new market or category • Fluency selling with and through contract security firms, integrators, or resellers • Demonstrated success recruiting sellers • Coaching approach with specific examples of measurable employee improvement • Strong retention history and record of developing people into larger roles • Daily use of AI tools and a workflow, analysis, or tool built or changed in the last two years that measurably improved performance • Executive presence with security leadership and own team • High personal integrity under quota pressure • Ability to travel at least 50% of the time • Preferred: corporate security, law enforcement, or military background • Preferred: relationships with contract security firms and across the security industry, including ASIS and GSX • Preferred: experience selling into data centers, logistics and distribution, retail, healthcare, or large campuses and venues • Preferred: experience building a team from a small base or scaling through rapid growth • Preferred: familiarity with MEDDPICC, Salesforce, Clari, Slack, and Google Workspace • Preferred: ability to explain non-sales processes in plain language

🏖️ 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

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