Key Account Director, Majors East

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 major public safety agencies in the Eastern U.S. This is a first-line leadership role focused on recruiting, coaching, and retaining sellers; the Director does not carry individual accounts and is accountable for the team's number. The role builds territory, pipeline, and forecast discipline and supports sellers through deal strategy, field engagement, and competitive pursuits. The Director works with peer Directors and cross-functional teams including Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success. The leader also models and develops the team's use of AI tools in territory management and sales workflows, ensuring AI-generated customer-facing work is reviewed. The role is remote and covers the listed Eastern U.S. territory. Travel of at least 50% is required.

Requirements

At least 3 years leading quota-carrying sellers as a first-line manager, with year-by-year team attainment results, including missed targets and actions taken.
At least 4 years of total enterprise software, hardware, or SaaS sales experience, including personal success closing complex, multi-stakeholder deals.
Demonstrated success recruiting sellers, including a real network, clear hiring standards, a structured process, and candidate-closing ability.
An articulable coaching approach with specific examples of people who measurably improved under the applicant's leadership.
Strong voluntary retention history, a record of developing people into larger roles, and judgment to act quickly when someone is not right for the role.
Experience selling to or leading teams serving SLED customers, with working knowledge of procurement vehicles and budget 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; applicants will be asked to demonstrate it.
Executive presence with customer leadership and the team, and high personal integrity under quota pressure.
Ability to travel at least 50% of the time and be based on the East Coast.
FAA Part 107 certification within the first 60 days 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 building a team from a small base rather than inheriting a mature team.
Having built an AI tool, analysis, or workflow used by others, with the ability to explain what the first version got wrong.
Demonstrated curiosity and ability to explain in plain language how something outside sales works, and to learn quickly.
Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
UAV, robotics, or emerging technology background and comfort in a fast-moving environment.

Responsibilities

Own hiring for the region by building a talent pipeline, running a fast and rigorous process, and closing selected candidates.
Hire against the stated standards, assess evidence of performance, and use a structured interview and scoring process.
Onboard and ramp new Key Account Leaders, providing a clear path to their first award and holding ramp accountable.
Run 1:1s and deal reviews that develop seller judgment.
Join demos, customer meetings, and executive conversations, then provide specific feedback.
Coach competitive selling, including POV strategy, early requirements shaping, differentiator positioning, displacement, and account defense.
Build MEDDPICC rigor, channel fluency, and forecast honesty into team practices.
Develop shared AI workflows for customer research, call preparation, RFP responses, and pipeline analysis, and ensure AI-drafted customer communications are reviewed before use.
Retain and develop the team through clear expectations, development paths, recognition, career conversations, and early intervention when engagement drops.
Own territory and quota design so assignments are achievable, equitable, and attractive to the team.
Serve as an escalation path to help the team clear obstacles and make timely decisions when someone is not suited to a role.
Own the region's number, pipeline coverage, forecast accuracy, quarter linearity, and supporting analysis.
Partner with Channel on partner strategy, joint planning, and deal structures.
Act as executive sponsor on the team's largest and most competitive pursuits without taking ownership of the deal.
Represent regional customer insight, competitive intelligence, and product gaps to Marketing and Product.
Model high-integrity, team-oriented sales practices and the use of AI tools in daily work.