Sales Director, Utilities

Job not on LinkedIn

🔥 3 minutes ago

🇺🇸 United States – Remote

💵 $172k - $216k / year

⏰ Full Time

🔴 Lead

🤑 Sales

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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 five quota-carrying sellers: three Strategic Account Managers and two Enterprise Account Executives • Sharpen deal strategy and participate in major pursuits • Act as executive sponsor with utility leadership • Maintain pipeline and forecast discipline • Recruit, coach, onboard, ramp, and retain utilities sellers • Run 1:1s and deal reviews • Join executive meetings, site walks, and pilot reviews and provide feedback • Coach pilots into programs, build business cases for territory-wide dock networks, and navigate sourcing, MSAs, and multi-year agreements • Coach multi-level selling across operations leaders, executives, and C-suite stakeholders • Establish MEDDPICC rigor and forecast honesty • Develop shared AI workflows for account research, call preparation, RFP response, and pipeline analysis • Design fair territories and quotas and support career development • Own the utilities number, pipeline coverage, forecast accuracy, linearity, and monthly executive reporting • Expand major utility accounts across operating companies and use cases • Grow programs from pilots to territory-wide dock networks and five-year agreements • Partner with Solutions Engineering and Inside Sales on account coverage and routing • Sponsor the team's largest pursuits without taking over the deal • Partner with Customer Success and Deployment to deliver signed programs and measurable outcomes • Bring customer insights, competitive intelligence, and product gaps to Product and Marketing

🎯 Requirements

• 3+ years leading quota-carrying enterprise sellers as a first-line manager • 7+ years in enterprise sales of hardware, software, or SaaS • Personal success closing complex, multi-stakeholder, multi-year deals in the seven and eight figures • Experience selling into, or leading teams that sell into, investor-owned utilities • Understanding of operating company structures, sourcing and MSAs, capital versus O&M budgets, and regulatory commitments • Record of land-and-expand selling on a concentrated book of named enterprise accounts • Record of building alignment across customer organizations from field operations leaders to VP and C-suite • 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 changed or built in the last two years that measurably improved performance • Executive presence with utility leadership and personal integrity under quota pressure • Ability to travel at least 50% of the time • Preferred: utility operations experience, including transmission and distribution, line work, asset management, inspection programs, vegetation management, or emergency response • Preferred: background in UAS, robotics, LiDAR, GIS, or asset-management technology sold to utilities • Preferred: relationships across the utility industry, including UAS program leaders and groups such as EEI and EPRI • Preferred: experience building or scaling a team • Preferred: familiarity with MEDDPICC, Salesforce, Clari, Slack, and Google Workspace • Preferred: ability to explain non-sales subjects such as inspection cycles, pole loading models, or aircraft autonomy 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 • Inclusive, multidisciplinary work environment • Equal employment opportunity

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