Key Account Director, Majors West

Skydio

3d•$144,000 - $200,000•Remote

About The Position

Skydio is hiring a Key Account Director to lead a regional team of Key Account Leaders selling to the largest public safety agencies in the country. This is a first-line leadership position focused on recruiting, coaching, and retaining sellers. The director does not carry individual accounts; their quota is the team’s quota. They improve team performance through deal strategy, field support on competitive pursuits, territory and pipeline development, and forecasting discipline. The role works with peer directors and teams across Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success. The director models and encourages routine use of AI tools, setting standards for how the team researches customers, prepares for meetings, analyzes pipeline, and reviews AI-generated work. The region sells in a competitive market alongside channel partners and competes with incumbent platforms and well-funded challengers. The position is remote and covers the Western U.S. territory: AK, AR, AZ, CA, CO, HI, IA, ID, KS, LA, MN, MO, MS, MT, ND, NE, NM, NV, OK, OR, SD, TX, UT, WA, and WY. Travel of at least 50% is required. Skydio describes its working standards as high integrity, teamwork, strong conversational skills, curiosity, and fluency with AI tools. Compensation includes an annual base salary of $144,000–$200,000 plus commission, stock options, and benefits. Relocation assistance may be available for eligible roles. The company describes the role as regular, full-time employment. Benefits listed include paid vacation, sick leave, holiday pay, a 401(k) savings plan, and eligibility to enroll in group health insurance plans.

Requirements

At least 3 years leading quota-carrying sellers as a first-line manager, with year-by-year team attainment details, including any missed year and what changed afterward.
At least 4 years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals.
Demonstrated seller recruiting success, including a relevant network, a clear view of candidate standards, a structured hiring process, and the ability to close candidates.
An articulable coaching approach with specific examples of people who measurably improved under the candidate’s coaching.
Strong voluntary retention history, a record of developing people into larger roles, and sound judgment about when someone is not right for a role.
Experience selling to or leading teams selling to SLED customers, with working knowledge of procurement vehicles, budgets, and grant cycles.
Fluency selling with and through channel partners.
Daily, systematic use of AI tools and at least one workflow, analysis, or tool built or changed in the last two years that measurably improved individual or team performance; the candidate must be able to demonstrate it.
Executive presence with customer leadership and the candidate’s own team, and high personal integrity under quota pressure.
Ability to travel at least 50% of the time and be based in the West Region.

Nice To Haves

Experience in public safety, specifically law enforcement, fire, or emergency management.
Experience building a team from a small base rather than inheriting a mature team.
Having built an AI tool or workflow that other people use, with the ability to discuss what the first version got wrong.
Demonstrated curiosity and ability to explain a non-sales topic, such as an agency budget, airspace waiver, or aircraft autonomy, in plain language, along with evidence of learning quickly.
Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
UAV, robotics, or emerging technology background, and comfort working in a fast-moving environment.

Responsibilities

Lead a regional team of Key Account Leaders selling to major public safety agencies; the director’s quota is the team’s quota.
Own regional recruiting, maintain a talent pipeline, conduct a fast and structured hiring process, and close selected candidates.
Onboard new Key Account Leaders, establish a path from their first day to their first award, and manage their ramp.
Coach sellers through one-on-ones, deal reviews, customer meetings, demonstrations, and executive conversations.
Coach competitive pursuit strategy, including proof-of-value strategy, early requirements shaping, differentiation, displacement, and account defense.
Build MEDDPICC rigor, channel fluency, and honest forecasting into team practices.
Develop shared AI workflows for customer research, call preparation, RFP responses, and pipeline analysis; ensure AI-drafted customer-facing material is reviewed before use.
Retain and develop the team through clear expectations, development paths, recognition, career conversations, and timely attention to disengagement or role fit.
Own territory and quota design so assignments are achievable, equitable, and worth staying for.
Own regional performance, including pipeline coverage, forecast accuracy, quarterly linearity, and related analysis.
Partner with Channel on partner strategy, joint planning, and deal structures.
Serve as executive sponsor for the team’s largest and most competitive pursuits without taking over the deal.
Represent regional customer insights, competitive intelligence, and product gaps to Marketing and Product.