Key Account Director, Small City (East)
New
S
SkydioPublic safety drones
Remote, Eastern U.S. territory (AL, AR, CT, DC, DE, FL, GA, IN, KY, LA, MA, MD, ME, MI, MS, NC, NH, NJ, NY, OH, OK, PA, PR, RI, SC, TN, VA, VT, WV)Full-TimeDirector
SalaryThe annual base salary range for this position is $144,000 - $200,000 + commission*.
Apply NowOpens the employer's application page
Job Details
- Experience
- 2+ years leading quota-carrying sellers as a first-line manager; 4+ years total in enterprise software, hardware, or SaaS sales.
- Required Skills
- Salesforce
Requirements
- At least 2 years leading quota-carrying sellers as a first-line manager, with team attainment stated year by year, including missed targets and resulting changes.
- At least 4 years in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals.
- Demonstrated seller recruiting ability, including a network, structured hiring process, and ability to close candidates.
- A clear coaching approach with examples of people who measurably improved.
- Strong voluntary retention history and a record of developing people into larger roles.
- Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles, budgets, and grant cycles.
- Fluency selling with and through channel partners.
- Daily, systematic use of AI tools and an example of a workflow, analysis, or tool built or changed in the last two years that measurably improved work.
- Ability to travel at least 50% of the time and be based in the East Region.
- Personal success in a high-velocity, high-volume selling environment.
- Data-fluent coaching and experience building or maintaining a repeatable sales process as volume and headcount grow.
- Preferred: public safety experience, especially law enforcement, fire, or emergency management; MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, or Google Workspace familiarity; UAV, robotics, or emerging technology background.
Responsibilities
- Recruit, hire, onboard, and ramp Key Account Leaders for the region.
- Coach sellers through 1:1s, deal reviews, field meetings, demos, and specific feedback.
- Guide competitive deal strategy, including POVs, early requirements shaping, displacement plays, and defending accounts.
- Build MEDDPICC rigor, channel fluency, and forecast honesty across the team.
- Develop shared AI workflows for customer research, call preparation, RFP responses, and pipeline analysis; review AI-drafted customer content.
- Own regional pipeline coverage, forecast accuracy, quota design, and territory assignments.
- Partner with Channel on partner strategy, joint planning, and deal structures.
- Serve as executive sponsor for the team’s largest and most competitive pursuits.
- Represent customer insight, competitive intelligence, and product gaps to Marketing and Product.
- Coordinate account routing and customer handoffs with Mid-City and T1200 leaders.
View Full Description & ApplyYou'll be redirected to the employer's site
