Director, Community Safety Team

Skydio

7d•$172,800 - $216,000•Remote

About The Position

The Director, Community Safety Team leads Skydio’s sales organization serving municipal and county law enforcement across two segments: Mid-City agencies with 41 to 100 sworn personnel, and the higher-volume Small Cities segment. Key Account Directors for both segments and their teams report to this second-line leader. The role focuses on recruiting and developing leaders and sellers, retaining talent, and building an organization that can scale; the Director is expected to lead through managers rather than personally run deals or routinely manage individual sellers. The Director owns the combined business number across two distinct sales motions, manages the segments according to their different operating needs, and represents the business to the rest of Skydio through forecasts, business reviews, capacity plans, and candid reporting. The role also owns the segment model and the Small Cities-to-Mid-City handoff, and executive relationships and joint business planning with the largest channel and technology partners. The Director brings customer, competitive, product, and policy insights to internal teams and sets standards for integrity, collaboration, sales execution, and practical use of AI tools. The position is remote in the United States and requires travel at least 50% of the time. The annual base salary range is $172,800–$216,000, plus commission. Regular full-time compensation includes stock options and comprehensive benefits. Relocation assistance may be provided for eligible roles. Compensation and benefits are subject to applicable laws, company policies, and eligibility criteria.

Requirements

At least 3 years of sales leadership experience, including experience leading other managers, or experience as a strong first-line leader with a clear, evidenced case for advancement.
At least 6 years of total experience in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals.
A record of hiring at both leadership and seller levels, including developing managers and personally sourcing, interviewing, and closing sellers.
Ability to state team attainment year by year, including a year when the team missed its target and what was changed afterward.
Experience owning a number across more than one sales motion or segment, with a point of view on managing them differently.
Executive-level relationship experience with channel or technology partners, including joint planning and results.
Comfort representing a business to senior stakeholders through forecasting, capacity planning, and candid performance reporting.
Experience selling to or leading teams serving SLED customers, with working knowledge of procurement vehicles, budget and grant cycles, and program approval by a council or commission.
Daily, systematic use of AI tools in personal work, and a workflow, analysis, or tool built or changed within the last two years that measurably improved individual or team performance.
Strong voluntary retention history and judgment to act quickly when a leader is not suited to their role.
Executive presence with agency leadership, partner executives, and the organization, and high personal integrity under quota pressure.
Ability to travel at least 50% of the time.
Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged for all Skydio employees and required for certain positions.

Nice To Haves

Experience in public safety, specifically law enforcement, fire, or emergency management.
Experience establishing or scaling a segment model with more than one sales motion.
Experience building an AI tool, analysis, or workflow used by others, and ability to discuss what the initial version got wrong.
Demonstrated curiosity and ability to explain a subject outside sales, such as an agency budget, an airspace waiver, or aircraft autonomy, in plain language.
Familiarity with MEDDPICC, Salesforce, Palantir, Anthropic, Cursor, Slack, and Google Workspace.
UAV, robotics, or emerging technology background and comfort working in a fast-moving environment.

Responsibilities

Own hiring across the organization, including recruiting, selecting, and closing Key Account Directors and personally participating in seller hiring across both segments.
Build a leadership bench and assess candidates using a structured, consistent hiring process and evidence of performance, retention, and work practices.
Coach the Key Account Directors by observing their 1:1s, deal reviews, and forecast calls, and developing their individual leadership skills.
Spend time in the field with sellers a few times per quarter to maintain a first-hand understanding of the business.
Raise AI fluency across both segments by establishing shared workflows for agency research, call preparation, RFP responses, and pipeline analysis, and ensure AI-generated material is reviewed before it reaches an agency.
Build retention through clear expectations, development paths, and recognition; address structural causes of attrition.
Own quota and territory architecture across both segments, including equitable territory and quota design and alignment between segments.
Own the seller career path from Small Cities to Mid-City, including promotion, credit, and account handoff mechanics.
Own the combined sales number across Mid-City and Small Cities, including pipeline coverage, forecast accuracy, linearity, and related analysis.
Manage the two sales motions according to their distinct needs: Small Cities’ volume and velocity and Mid-City’s complexity and cycle length.
Represent the business to Skydio through forecasts, business reviews, headcount and capacity planning, and candid reporting on performance.
Own the segment model end to end, including the upmarket handoff from Small Cities to Mid-City.
Bring customer insights, competitive intelligence, and product and policy gaps to Marketing, Product, and Government Relations.
Own executive relationships with the largest channel and technology partners and lead joint business planning with partner leadership.
Serve as the escalation point for strained partner relationships and sponsor effective partnerships, maintaining a consistent partner strategy across both segments.
Set organizational standards for integrity, teamwork, conversational skill, AI tool use, and competitive selling.