Key Account Director, Small City (Central)

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SkydioAutonomous drones

Remote, Central U.S. territory (IA, IL, KS, MN, MO, ND, NE, SD, TX, WI)Full-TimeDirector

SalaryThe annual base salary range for this position is $144,000 - $200,000 + commission*.

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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: SalesforceGoogle Workspace

At least 2 years leading quota-carrying sellers as a first-line manager, with year-by-year team attainment history.
At least 4 years of enterprise software, hardware, or SaaS sales experience, including personal success closing complex, multi-stakeholder deals.
Demonstrated success recruiting sellers and running a structured hiring process.
A coaching approach supported by specific examples of people who improved under your leadership.
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.
Executive presence and high personal integrity under quota pressure.
Ability to travel at least 50% of the time and be based in the Central U.S. territory.
Personal success in a high-velocity, high-volume selling environment, with data-fluent coaching and experience building or maintaining a repeatable sales process.
Preferred: public safety experience, especially law enforcement, fire, or emergency management; experience building a team from a small base; familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace; or UAV, robotics, and emerging-technology background.

Recruit, hire, onboard, and ramp Key Account Leaders for the region.
Run 1:1s and deal reviews, and coach sellers through demos, customer meetings, and executive conversations.
Coach the team on POV strategy, early requirements shaping, competitive positioning, displacement plays, and account defense.
Build MEDDPICC rigor, channel fluency, and forecast honesty into team practices.
Develop shared AI workflows for customer research, call preparation, RFP responses, and pipeline analysis; ensure AI-drafted customer materials are reviewed.
Own regional quota, pipeline coverage, forecast accuracy, and quarter linearity.
Set territory and quota assignments and address retention, development, and performance needs.
Partner with Channel on partner strategy, joint planning, deal structures, and coordination between direct and partner sales.
Serve as executive sponsor for the team's largest and most competitive pursuits.
Represent regional customer insight, competitive intelligence, and product gaps to Marketing and Product, and coordinate account routing with Mid-City and T1200 leaders.

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