Key Account Director, Majors East

The role

You will lead a regional team of Key Account Leaders selling to large public safety agencies. You will recruit, coach, and retain sellers while managing territory, pipeline, and forecast discipline.

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 in the field
• Coach competitive strategy, displacement plays, and account defense
• Build MEDDPICC rigor, channel fluency, and forecast honesty
• Raise team fluency with AI tools for research and analysis
• Own territory and quota design
• Manage the region number including pipeline coverage and forecast accuracy
• Act as executive sponsor on large and competitive pursuits

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
• Articulated coaching approach with specific examples
• Strong voluntary retention history
• Experience selling or leading teams into SLED customers
• Working knowledge of procurement vehicles and budget and grant cycles
• Fluency selling with and through channel partners
• Daily, systematic use of AI tools in work
• Executive presence with customer leadership and team
• High personal integrity under quota pressure
• Ability to travel at least 50% of the time, and based in East Coast

Nice to have

• Experience in public safety, specifically law enforcement, fire, or emergency management
• Experience building a team from a small base
• Built something with AI that other people use
• Curiosity that shows ability to explain complex topics 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

• Show evidence of a workflow, analysis, or tool built or changed with AI in the last two years
• Expect a working session using AI tools
• Expect a panel on the public safety market
• References with people who worked for you and with you will be required

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.