Key Account Director – Mid City

Skydio

. Lead a regional team of Key Account Leaders selling to mid-sized public safety agencies with 41 to 100 sworn personnel .

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 attainment and employee growth. Proficient in utilizing AI tools for sales strategy and territory management while maintaining a deep understanding of public safety agency procurement processes.

Highest-signal resume keywords

Quota-Carrying Sales LeadershipAI Tool UtilizationSLED Customer EngagementRecruitment and Talent DevelopmentMEDDPICC Methodology

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Strategy DevelopmentComplex Deal ClosingPipeline ManagementForecast AccuracyCustomer Relationship Management

Soft Skills

Coaching and MentoringExecutive PresenceInterpersonal CommunicationTeam DevelopmentProblem Solving

Tools & Technologies

SalesforceClariSlackGoogle WorkspaceAI Workflow Tools

Certifications & Qualifications

FAA Part 107 Certification

Industry Keywords

Public SafetySLEDProcurement VehiclesBudget CyclesGrant Cycles

About the role

Key responsibilities & impact

Lead a regional team of Key Account Leaders selling to mid-sized public safety agencies with 41 to 100 sworn personnel
Recruit the right people, coach them into strong sellers, and retain them
Build territory, pipeline, and forecast discipline
Sharpen deal strategy and participate in competitive pursuits and field activities
Collaborate with peer Directors and Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success
Model and coach the use of AI tools for territory management and sales work
Own regional hiring, talent pipeline, structured interviews, onboarding, and ramp accountability
Run 1:1s, deal reviews, demos, customer meetings, executive conversations, and coaching debriefs
Coach POV strategy, early requirement shaping, differentiation, displacement plays, and account defense
Build MEDDPICC rigor, channel fluency, and forecast honesty
Develop shared AI workflows for customer research, call preparation, RFP responses, and pipeline analysis
Own team retention, development paths, recognition, territory design, and quota design
Own the region number, pipeline coverage, forecast accuracy, and quarterly linearity
Partner with Channel on partner strategy, joint planning, and deal structures
Act as executive sponsor on major competitive pursuits
Represent regional customer insight, competitive intelligence, and product gaps to Marketing and Product

Requirements

What you’ll need

2+ years leading quota-carrying sellers as a first-line manager, with team attainment stated year by year
4+ years total in enterprise software, hardware, or SaaS sales, including success closing complex, multi-stakeholder deals
Demonstrated success recruiting sellers, including a real network, structured process, and ability to close candidates
Articulated coaching approach with specific examples of measurable employee improvement
Strong voluntary retention history and record of developing people into larger roles
Experience selling or leading teams into SLED customers, with knowledge of procurement vehicles and budget and grant cycles
Fluency selling with and through channel partners
Daily, systematic use of AI tools and at least one workflow, analysis, or tool built or changed in the last two years
Executive presence with customer leadership and the team, and high personal integrity under quota pressure
Ability to travel at least 50% of the time and be based in the West Region
Working knowledge of obtaining program approval from a council or commission
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 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
Preferred: comfort in a fast-moving environment

Benefits

Comp & perks

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