Key Account Director

Skydio

. Lead a national team of Key Account Leaders selling into large universities and colleges with dedicated police departments .

Posted 10/21/2026full-timeRemote • United StatesLead💰 $144,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates strong leadership in managing and developing sales teams, with a focus on quota achievement and strategic account management. Proficient in utilizing AI tools for sales processes and adapting sales strategies to meet the unique needs of institutional customers.

Highest-signal resume keywords

Quota-Carrying Sales LeadershipComplex Deal ClosingCoaching and Employee DevelopmentSLED Customer EngagementMEDDPICC Methodology

ATS Keywords

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Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Sales Strategy DevelopmentPipeline ManagementCompetitive SellingProcurement KnowledgeTerritory DesignEmployee RecruitmentAccount DefenseForecast AccuracyAI Tool UtilizationWorkflow Improvement

Soft Skills

Executive PresenceIntegrityCoaching ApproachJudgmentAdaptability

Tools & Technologies

SalesforceClariBGovGovWinSlackGoogle Workspace

Certifications & Qualifications

FAA Part 107 Certification

Industry Keywords

Higher EducationPublic SafetyLaw EnforcementEmergency ManagementSLED Sales

About the role

Key responsibilities & impact

Lead a national team of Key Account Leaders selling into large universities and colleges with dedicated police departments
Recruit the right people, coach them into strong sellers, and retain them
Set team quota, build territory and pipeline discipline, and maintain forecast accuracy
Sharpen deal strategy and join competitive pursuits, demos, customer meetings, and executive conversations
Run and adapt Skydio’s public safety sales playbook for campus customers
Model and coach daily use of AI tools for territory management, customer research, meeting preparation, pipeline analysis, and RFP responses
Coach competitive selling, POV strategy, early requirement shaping, differentiation, displacement, and account defense
Build MEDDPICC rigor, channel fluency, and forecast honesty
Coach institutional sales across chiefs, vice presidents, general counsel, risk, procurement, and campus stakeholders
Own hiring, onboarding, ramp, 1:1s, deal reviews, career conversations, and employee development
Own territory and quota design
Partner with Channel on partner strategy, joint planning, deal structures, and cooperative or system-wide contract vehicles
Serve as executive sponsor on major competitive pursuits
Represent customer insight, competitive intelligence, and product gaps to Marketing and Product
Plan around academic calendars and concentrated budget windows

Requirements

What you’ll need

2+ years leading quota-carrying sellers as a first-line manager
4+ years total in enterprise software, hardware, or SaaS sales
Personal success closing complex, multi-stakeholder deals
Demonstrated success recruiting sellers and closing candidates
Structured hiring process and ability to assess evidence
Articulated coaching approach with measurable examples of employee improvement
Strong voluntary retention history and experience developing people into larger roles
Experience selling or leading teams into SLED customers
Working knowledge of procurement vehicles, budget cycles, and grant cycles
Fluency selling with and through channel partners
Daily, systematic use of AI tools
Workflow, analysis, or tool built or changed in the last two years that measurably improved work or team performance
Executive presence and high personal integrity
Ability to travel at least 50% of the time
Based in the United States
Experience with higher education or other institutional customers
Judgment to adapt standard playbooks to segment nuances
FAA Part 107 certification within the first 60 days is strongly encouraged for all employees and required for certain positions
Preferred: higher education or public safety experience, including law enforcement, fire, or emergency management
Preferred: experience building a team from a small base
Preferred: AI tool, analysis, or workflow built for others to use
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
Preferred: UAV, robotics, or emerging technology background
Comfort working in a fast-moving environment

Benefits

Comp & perks

Equity in the form of stock options
Comprehensive benefits package
Relocation assistance may be provided for eligible roles
Group health insurance plans
Paid vacation time
Sick leave
Holiday pay
401K savings plan
Opportunity for regular, full-time employees to benefit from company success through equity
Inclusive, multidisciplinary work environment