Key Account Director (Majors West · Public Safety)

Join Skydio, a leader in drone technology, as a Key Account Director for the Public Safety sector. In this first-line leadership role, you will lead a regional team of Key Account Leaders, focusing on the largest public safety agencies in the country. Your success will be measured by your team's performance, and you will work closely with various departments to drive sales and build a strong territory. You will also set the standard for how the team operates, emphasizing integrity, teamwork, and curiosity.

• Recruiting, coaching, and retaining a high-performing sales team to drive revenue growth in the public safety sector.
• Developing and executing sales strategies to penetrate and expand market share within the largest public safety agencies in the country.
• Collaborating with cross-functional teams to ensure alignment and support for sales initiatives, and acting as an executive sponsor on major deals.

• Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
• Experience building a team from a small base rather than inheriting a mature one
• 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
• Ability to travel at least 50% of the time, and based in West Region
• 4+ years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals
• A coaching approach you can articulate, with specific examples of people who got measurably better working for you
• Executive presence with both customer leadership and your own team, and high personal integrity under quota pressure
• Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles and budget and grant cycles
• 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
• UAV, robotics, or emerging technology background, and comfort in a fast-moving environment
• Experience in public safety, specifically law enforcement, fire, or emergency management
• 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)
• 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
• 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
• 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