Key Account Director, Majors East

Skydio

. Lead a regional team of Key Account Leaders selling to the largest public safety agencies in the country .

Posted 10/22/2026full-timeRemote • United StatesLead💰 $144,000 - $200,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in leading quota-carrying sales teams, with a strong focus on recruiting, coaching, and developing talent. Proficient in managing complex sales processes and utilizing AI tools for enhanced customer engagement and pipeline analysis.

Highest-signal resume keywords

Quota-Carrying Sales LeadershipRecruiting And Coaching SellersExperience In SLED SalesMEDDPICC MethodologyAI Tool Utilization

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Complex Deal ClosingSales ForecastingPipeline AnalysisProcurement Vehicles KnowledgeBudget And Grant Cycle Understanding

Soft Skills

Executive PresenceHigh Personal IntegrityCuriosity About Agency Budgets

Tools & Technologies

SalesforceClariBGovGovWinGoogle Workspace

Certifications & Qualifications

FAA Part 107 Certification

Industry Keywords

Public SafetyLaw EnforcementEmergency ManagementAI WorkflowsChannel Partner Sales

About the role

Key responsibilities & impact

Lead a regional team of Key Account Leaders selling to the largest public safety agencies in the country
Recruit, coach, and retain quota-carrying sellers
Build a continuous regional talent pipeline and run a structured hiring process
Onboard and ramp new Key Account Leaders
Run 1:1s and deal reviews
Join demos, customer meetings, and executive conversations and provide actionable feedback
Coach POV strategy, early requirements shaping, competitive positioning, displacement plays, and account defense
Build MEDDPICC rigor, channel fluency, and forecast discipline
Develop shared AI workflows for customer research, call preparation, RFP responses, and pipeline analysis
Own territory and quota design
Own regional pipeline coverage, forecast accuracy, quarter linearity, and related analysis
Partner with Channel on partner strategy, joint planning, and deal structures
Act as executive sponsor on major competitive pursuits
Represent customer insight, competitive intelligence, and product gaps to Marketing and Product
Collaborate with Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success

Requirements

What you’ll need

3+ 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 recruiting process and ability to close candidates
Articulated coaching approach with measurable examples of employee improvement
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
Workflow, analysis, or tool built or changed in the last two years that measurably improved work
Executive presence with customer leadership and own team
High personal integrity under quota pressure
Ability to travel at least 50% of the time
Based on the East Coast
FAA Part 107 certification within the first 60 days is strongly encouraged for all employees and required for certain positions
Preferred: experience in public safety, specifically law enforcement, fire, or emergency management
Preferred: experience building a team from a small base
Preferred: AI tool, analysis, or workflow used by others
Preferred: curiosity about agency budgets, airspace waivers, or aircraft autonomy
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
Preferred: UAV, robotics, or emerging technology background
Preferred: comfort 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