Key Account Director, Mid City (West)

Own hiring for your region: build a continuous talent pipeline, run a fast and rigorous process, and personally close the candidates you want

Hire to the bar above: integrity, team instinct, conversational craft, and fluency with the tools matter as much as a closed-won history

Screen for evidence, not adjectives: attainment stated year by year with the misses included, deal stories with the mechanics of how the customer bought, and something the candidate has built or changed in how they work in the last two years

Run a structured process: the same core questions for every candidate, a live working session, independent scoring, and a debrief that decides on evidence

Onboard and ramp new Key Account Leaders with a clear path from first day to first award, and hold the ramp accountable

Run 1:1s and deal reviews that build judgment rather than just inspect pipeline

Get in the field: join demos, customer meetings, and executive conversations, then debrief with specific, usable feedback

Coach the competitive game: POV strategy, shaping requirements early, framing Skydio's unique differentiators, displacement plays, and defending accounts under attack

Build MEDDPICC rigor, channel fluency, and forecast honesty into how the team works, not just what they report

Raise the team's fluency with AI tools: build shared workflows for customer research, call prep, RFP response, and pipeline analysis, and hold the line that nothing AI-drafted reaches a customer unreviewed

Build a team that people don't want to leave: clear expectations, real development paths, and recognition that lands

Own territory and quota design so assignments are achievable, equitable, and worth staying for

Have honest career conversations early, address disengagement before it becomes a resignation, and be the escalation path your team trusts to clear obstacles

Own the region number: pipeline coverage, forecast accuracy, linearity across the quarter, and the analysis behind them

Partner with Channel on partner strategy, joint planning, and the deal structures that get customers to yes

Act as executive sponsor on your team's largest and most competitive pursuits: present in the room, without taking the deal over

Represent your region's customer insight, competitive intelligence, and product gaps to Marketing and Product

What makes you a good fit

2+ years leading quota-carrying sellers as a first-line manager, with team attainment you can state year by year, including the year you missed and what you changed

4+ years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals

Demonstrated success recruiting sellers: a real network, a clear point of view on what good looks like, a structured process you can describe, and the ability to close candidates

A coaching approach you can articulate, with specific examples of people who got measurably better working for you

Strong voluntary retention history, a record of developing people into larger roles, and the judgment to move quickly when someone isn't right for the seat

Experience selling or leading teams into 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 in your own work, and at least one workflow, analysis, or tool you built or changed in the last two years that made you or your team measurably better (we will ask you to show it, not describe it)

Executive presence with both customer leadership and your own team, and high personal integrity under quota pressure

Ability to travel at least 50% of the time, and based in West Region

Working knowledge of what it takes to get a program approved by a council or commission

Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged for all Skydio employees and required for certain positions.

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

You have built something with AI that other people use, whether a research tool, an analysis, or a team workflow, and you can talk about what the first version got wrong

Curiosity that shows: you can explain how something outside sales works (an agency budget, an airspace waiver, the aircraft's autonomy) in plain language, and you learn fast

Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace

UAV, robotics, or emerging technology background, and comfort in a fast-moving environment

What to expect from our process

We run a structured process and we tell you what it is. A 30-minute conversation with the hiring manager. A deep dive on your leadership record: hiring, coaching, retention, and the team number, year by year. A working session where you use your own AI tools on a realistic problem from this region and walk us through your choices. A panel on the public safety market and how you would run the region. A conversation about how you think. References with people who worked for you and with you. Every interviewer scores independently against the same rubric before we compare notes.

On AI in the process: draft your resume yourself and refine it with AI if you like; we want your real experience, well expressed. Use whatever tools you want to prepare. Expect to use them in the working session. Leave them off during the conversational interviews so we can see how you think in real time. We use AI to draft job descriptions like this one and to take notes, and a human makes every hiring decision.

Compensation: At Skydio, our compensation packages for regular, full-time employees include competitive base salaries, equity in the form of stock options, and comprehensive benefits packages. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. Relocation assistance may also be provided for eligible roles. The annual base salary range for this position is $144,000 - $200,000 + commission. Fundamentally, we believe that equity is the key to long-term financial growth, and we ensure all regular, full-time employees have the opportunity to significantly benefit from the company's success. Regular, full-time employees are eligible to enroll in the Company’s group health insurance plans. Regular, full-time employees are eligible to receive the following benefits: Paid vacation time, sick leave, holiday pay and 401K savings plan. This position and all associated benefits are subject to applicable federal, state, and local laws, as well as the Company’s policies and eligibility criteria.

Compensation for certain positions may vary based on the position’s location.

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At Skydio we believe that diversity drives innovation. We have created a multidisciplinary environment that embraces the power of diverse perspectives to create elegant solutions for complex problems. We are committed to growing our network of people, programs, and resources to nurture an inclusive culture.

Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristics protected by federal, state or local anti-discrimination laws.

For positions located in the United States of America, Skydio, Inc. uses E-Verify to confirm employment eligibility. To learn more about E-Verify, including your rights and responsibilities, please visit https://www.e-verify.gov/