Key Account Director, Majors West

The role

You will lead a regional team of Key Account Leaders selling to large public safety agencies. You will focus on recruiting, coaching, and retaining staff while managing the region's pipeline and forecast.

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 and shared workflows
• Build a team with clear expectations and development paths
• Own territory and quota design
• Own the region number including pipeline coverage and forecast accuracy

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
• Working knowledge of procurement vehicles and budget and grant cycles
• Fluency selling with and through channel partners
• Daily, systematic use of AI tools in your own work
• 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
• 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

• Must be based in West Region
• A working session will require you to use your own AI tools on a realistic problem
• 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, operational excellence, and customer obsession.