Key Account Director, T1200 (West)

The role

You will lead a regional team of Key Account Leaders selling to public safety agencies. You will recruit, coach, and retain sellers while managing territory, pipeline, and forecast discipline. You will also act as an executive sponsor on large pursuits and partner with the channel.

What you will do

• Own hiring for the region and build a continuous talent pipeline
• Onboard and ramp new Key Account Leaders
• Run 1:1s and deal reviews to build judgment
• Join demos, customer meetings, and executive conversations to provide feedback
• Coach competitive strategy, displacement plays, and account defense
• Build MEDDPICC rigor, channel fluency, and forecast honesty
• Raise team fluency with AI tools and shared workflows
• Own territory and quota design
• Manage the region number including pipeline coverage and forecast accuracy
• Partner with Channel on partner strategy and joint planning

Required qualifications

• 3+ years leading quota-carrying sellers as a first-line manager
• 4+ years total in enterprise software, hardware, or SaaS sales
• Demonstrated success recruiting sellers
• A coaching approach you can articulate
• Strong voluntary retention history
• Experience selling or leading teams into SLED customers
• Fluency selling with and through channel partners
• Daily, systematic use of AI tools in your own work
• At least one workflow, analysis, or tool you built or changed in the last two years using AI
• Executive presence with customer leadership and your own team
• High personal integrity under quota pressure
• Ability to travel at least 50% of the time

Nice to have

• 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
• Curiosity that shows you can explain how something outside sales works in plain language
• Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
• UAV, robotics, or emerging technology background

Benefits

• Competitive base salaries
• Equity in the form of stock options
• Group health insurance plans
• Paid vacation time
• Sick leave
• Holiday pay
• 401K savings plan
• Relocation assistance may be provided for eligible roles

Before you apply

• A working session where you use your own AI tools on a realistic problem
• A panel on the public safety market
• References with people who worked for you and with you

About the company

Skydio is the leading US drone company and the world leader in autonomous flight. The team combines expertise in artificial intelligence, hardware and software product development, and customer obsession.