Key Account Director

Skydio

. Lead a regional team of Key Account Leaders selling to public safety agencies with 1 to 40 sworn personnel .

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

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in leading sales teams, particularly in public safety sectors, with a strong focus on recruiting, coaching, and developing talent. Proficient in utilizing AI tools for territory management and sales processes while maintaining rigorous sales forecasting and pipeline management.

Highest-signal resume keywords

Quota-Carrying Sales LeadershipAI Tool UtilizationMEDDPICC MethodologySLED Customer EngagementData-Fluent Coaching

ATS Keywords

Tailor your resume

Applicant Tracking System Keywords

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

Hard Skills

Sales Process DevelopmentComplex Deal ClosingPipeline AnalysisForecast AccuracyRecruitment and Talent DevelopmentCompetitive Selling StrategyCustomer Relationship ManagementPerformance AnalysisTerritory ManagementBudget and Grant Cycle Knowledge

Soft Skills

Coaching AbilityExecutive PresenceIntegrityRetention HistoryCommunication Skills

Tools & Technologies

SalesforceClariBGovGovWinSlackGoogle WorkspaceAI WorkflowsProcurement Vehicles

Industry Keywords

Public SafetyLaw EnforcementEmergency ManagementSLEDHigh-Velocity SellingChannel Partner FluencyEmerging Technology

About the role

Key responsibilities & impact

Lead a regional team of Key Account Leaders selling to public safety agencies with 1 to 40 sworn personnel
Recruit the right people, coach them into effective sellers, and retain them
Lead deal strategy and participate in competitive pursuits and customer meetings
Build territory, pipeline, and forecast discipline
Analyze conversion rates, cycle time, stage velocity, and activity quality to guide interventions
Identify small-city agencies with larger upmarket potential and route them to the appropriate sales teams
Model and coach the use of AI tools in territory management and sales work
Set standards for competitive selling against incumbent platforms and challengers
Own regional hiring, talent pipeline, structured interviews, onboarding, and ramp accountability
Run 1:1s, deal reviews, demos, customer meetings, and executive conversations
Coach POV strategy, early requirement shaping, differentiation, displacement, and account defense
Build MEDDPICC rigor, channel fluency, and forecast honesty
Develop AI workflows for customer research, call preparation, RFP response, and pipeline analysis
Own territory and quota design, career conversations, retention, and obstacle escalation
Own regional pipeline coverage, forecast accuracy, quarterly linearity, and performance analysis
Partner with Channel on partner strategy, joint planning, and deal structures
Serve as executive sponsor for major competitive pursuits
Represent customer insight, competitive intelligence, and product gaps to Marketing and Product
Coordinate direct and partner sales motions
Partner with Mid-City and T1200 leaders on routing, shared credit, and customer transitions

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
Structured hiring process and ability to close candidates
Articulable coaching approach with measurable examples
Strong voluntary retention history and record of developing people into larger roles
Experience selling or leading teams into SLED customers
Working knowledge of procurement vehicles and budget and grant cycles
Fluency selling with and through channel partners
Daily, systematic use of AI tools
AI workflow, analysis, or tool built or changed in the last two years that measurably improved work
Executive presence and high personal integrity
Ability to travel at least 50% of the time
Based in East Region
Personal success in a high-velocity, high-volume selling environment
Data-fluent coaching and funnel metrics management
Experience building or maintaining a repeatable sales process
Preferred: public safety experience, especially law enforcement, fire, or emergency management
Preferred: experience scaling a high-volume segment or building a team from a small base
Preferred: AI tool, analysis, or workflow used by others
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
Preferred: UAV, robotics, or emerging technology background

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