Key Account Director (Majors East)

Join Skydio, a leading company in autonomous flying robots and artificial intelligence. As a Key Account Director, you will lead a regional team selling to major public safety agencies. Your focus will be on recruiting, coaching, and developing your team to achieve sales targets. You will work closely with other departments and set the standard for how the team operates. This is a highly competitive market, and you will need to be strategic and innovative in your approach.

• Recruiting, coaching, and retaining a high-performing team of Key Account Leaders.
• Driving team performance to achieve regional sales targets by enhancing deal strategy and execution.
• Collaborating with cross-functional teams to align sales efforts with marketing, business development, and product strategies.

• Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles and budget and grant cycles
• 3+ 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
• Executive presence with both customer leadership and your own team, and high personal integrity under quota pressure
• Fluency selling with and through channel partners
• 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
• Ability to travel at least 50% of the time, and based in East Coast
• 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
• Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged for all Skydio employees and required for certain positions
• 4+ years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals
• 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 (we will ask you to show it, not describe it)
• Experience in public safety, specifically law enforcement, fire, or emergency management
• Experience building a team from a small base rather than inheriting a mature one
• You have built something with AI that other people use, whether a research tool, an analysis, or a team workflow, and you can talk about what the first version got wrong
• Curiosity that shows: you can explain how something outside sales works (an agency budget, an airspace waiver, the aircraft's autonomy) in plain language, and you learn fast
• UAV, robotics, or emerging technology background, and comfort in a fast-moving environment
• Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace