Key Account Director, Small City (West)

The role

You will lead a regional team of Key Account Leaders selling to public safety agencies with 1 to 40 sworn personnel. You will recruit, coach, and retain staff while managing the region's pipeline, forecast, and territory design.

What you will do

• Recruit 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
• Own territory and quota design
• Manage the region's pipeline coverage, forecast accuracy, and linearity
• Partner with Channel on partner strategy and joint planning

Required qualifications

• 2+ 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
• Ability to travel at least 50% of the time
• Based in West Region

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

• 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.