Sales Director, Utilities

The role

You will lead five quota-carrying sellers to drive growth within the utilities segment. You will recruit, coach, and retain a team while managing pipeline, forecast, and executive relationships with utility leadership.

What you will do

• Own hiring for the utilities team and build a continuous talent pipeline
• Onboard and ramp new sellers
• Run 1:1s and deal reviews to build judgment
• Join executive meetings, site walks, and pilot reviews to provide feedback
• Coach the enterprise utility sale and multi-level selling
• Build MEDDPICC rigor and forecast honesty
• Raise the team's fluency with AI
• Own the utilities number including pipeline coverage and forecast accuracy
• Expand largest accounts across operating companies and use cases
• Act as executive sponsor on the team's largest pursuits

Required qualifications

• 3+ years leading quota-carrying enterprise sellers as a first-line manager
• 7+ years in enterprise sales of hardware, software, or SaaS
• Experience selling into, or leading teams that sell into, investor-owned utilities
• A record of land-and-expand selling on a concentrated book of named enterprise accounts
• A record of building alignment across a customer organization
• Demonstrated success recruiting sellers
• A coaching approach with specific examples of people who improved
• Strong retention history and a record of developing people into larger roles
• Daily use of AI tools in your own work
• Executive presence with utility leadership and with your own team
• Ability to travel at least 50% of the time

Nice to have

• Utility operations experience: transmission and distribution, line work, asset management, inspection programs, vegetation management, or emergency response
• Background in UAS, robotics, LiDAR, GIS, or asset-management technology sold to utilities
• Relationships across the utility industry, including UAS program leaders and industry groups such as EEI and EPRI
• Experience building a team from a small base, or scaling a team through rapid growth
• Familiarity with MEDDPICC, Salesforce, Clari, Slack, and Google Workspace
• Curiosity that shows you can explain how something outside sales works

Benefits

• 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 utility account problem
• A panel on the utility 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.