Director, Community Safety

Skydio

. Lead the organization selling to municipal and county law enforcement across Mid-City and Small Cities segments .

Posted 10/22/2026full-timeRemote • United StatesLead💰 $172,800 - $216,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strong sales leadership with a proven track record in enterprise software and SaaS sales, including experience in managing complex sales motions and developing leadership capabilities. Proficient in utilizing AI tools to enhance performance and maintain executive relationships within the public safety sector.

Highest-signal resume keywords

Sales LeadershipEnterprise Software SalesExecutive Relationship ManagementAI Tool UtilizationSLED Customer Experience

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Deal ClosingSales Motion ManagementHiring and RecruitingForecastingCapacity PlanningPipeline AnalysisPerformance MetricsBudget and Grant Cycle KnowledgeJoint Business PlanningMulti-Stakeholder Engagement

Soft Skills

Coaching AbilityIntegrity Under PressureCuriosityJudgmentExecutive Presence

Tools & Technologies

SalesforcePalantirAnthropicCursorSlackGoogle Workspace

Certifications & Qualifications

FAA Part 107 Certification

Industry Keywords

Public SafetyLaw EnforcementEmergency ManagementSLED CustomersProcurement Vehicles

About the role

Key responsibilities & impact

Lead the organization selling to municipal and county law enforcement across Mid-City and Small Cities segments
Lead and develop the Key Account Directors and their teams
Recruit sellers and leaders, including personally sourcing, interviewing, and closing candidates
Build leadership bench strength and hire leaders for coaching ability
Establish consistent hiring standards, structured interview loops, core questions, and independent scoring
Coach Directors through 1:1s, deal reviews, forecast calls, and leadership feedback
Develop Directors’ weakest leadership capabilities
Stay in the field with sellers several times per quarter
Raise AI fluency through shared workflows for agency research, call preparation, RFP responses, and pipeline analysis
Build an organization with clear expectations, development paths, and recognition
Own quota and territory architecture across both segments
Own the seller career path from Small Cities to Mid-City, including promotion, credit, and account handoff mechanics
Address structural causes of attrition
Own the combined number, pipeline coverage, forecast accuracy, linearity, and supporting analysis
Manage the distinct volume/velocity and complexity/cycle-length sales motions appropriately
Represent the business through forecasts, business reviews, headcount and capacity planning
Own the segment model, including the Small Cities-to-Mid-City upmarket handoff
Bring customer insight, competitive intelligence, and product or policy gaps to Marketing, Product, and Government Relations
Own executive relationships with major channel and technology partners
Run joint business planning with partner leadership
Act as escalation point for strained partner relationships and sponsor successful ones
Maintain consistent partner strategy across both segments

Requirements

What you’ll need

3+ years in sales leadership, including experience leading other managers, or a strong first-line leader with a clear, evidenced case for the step up
6+ years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals
Record of hiring at both levels: managers developed and sellers personally sourced, interviewed, and closed
Team attainment stated year by year, including a missed year and what was changed
Experience owning a number across more than one sales motion or segment, with a point of view on managing them differently
Executive relationship experience with channel or technology partners at a leadership level, including describable joint planning and results
Comfort representing a business upward through forecasting, capacity planning, and an honest account of performance
Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles, budget and grant cycles, and council or commission approvals
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 performance
Strong voluntary retention history and judgment to act quickly when a leader is not right for the seat
Executive presence with agency leadership, partner executives, and the organization
High personal integrity under quota pressure
Ability to travel at least 50% of the time
FAA Part 107 certification required for certain positions; obtaining it within the first 60 days is strongly encouraged for all employees
Preferred: public safety experience, especially law enforcement, fire, or emergency management
Preferred: experience standing up or scaling a multi-motion segment model
Preferred: AI tools or workflows used by others
Preferred: curiosity about agency budgets, airspace waivers, or aircraft autonomy
Preferred: familiarity with MEDDPICC, Salesforce, Palantir, Anthropic, Cursor, Slack, and Google Workspace
Preferred: UAV, robotics, or emerging technology background
Must be eligible to work in the United States; Skydio uses E-Verify for U.S. positions

Benefits

Comp & perks

Equity in the form of stock options
Comprehensive benefits package
Relocation assistance may be provided for eligible roles
Company group health insurance plans
Paid vacation time
Sick leave
Holiday pay
401K savings plan