Key Account Director, Small City (East)

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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*.

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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: Salesforce

Requirements

Have 2+ years of experience leading quota-carrying sellers as a first-line manager, with team attainment you can state year by year.
Have 4+ years of total experience in enterprise software, hardware, or SaaS sales.
Demonstrate personal success closing complex, multi-stakeholder deals.
Show a track record of recruiting sellers, using a structured process, and closing candidates.
Describe a coaching approach with examples of people who measurably improved.
Demonstrate strong voluntary retention and a record of developing people into larger roles.
Have experience selling or leading teams into SLED customers, including working knowledge of procurement vehicles and budget and grant cycles.
Be fluent selling with and through channel partners.
Use AI tools daily and systematically, and have built or changed a workflow, analysis, or tool in the last two years that measurably improved your work or team.
Have executive presence with customer leadership and your team, and demonstrate personal integrity under quota pressure.
Be able to travel at least 50% of the time and be based in the East Region.
Have personal success in a high-velocity, high-volume selling environment and use funnel metrics to identify specific performance levers.
Have experience building or maintaining a repeatable sales process as volume and headcount grow.
Preferred: public safety experience, especially law enforcement, fire, or emergency management; experience scaling a high-volume segment; or experience building a team from a small base.
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace; UAV, robotics, or emerging technology background.

Responsibilities

Recruit Key Account Leaders for the region, build a continuous talent pipeline, and run a structured hiring process.
Onboard and ramp new sellers, setting a clear path from their first day to their first award.
Run one-on-ones and deal reviews that develop seller judgment.
Join demos, customer meetings, and executive conversations, then provide specific feedback.
Coach sellers on POV strategy, early requirements shaping, differentiation, displacement, and defending accounts.
Build MEDDPICC rigor, channel fluency, and forecast discipline across the team.
Develop shared AI workflows for customer research, call preparation, RFP responses, and pipeline analysis.
Own regional pipeline coverage, forecast accuracy, and quota performance.
Partner with Channel on partner strategy, joint planning, and deal structures.
Coordinate account routing and customer handoffs with Mid-City and T1200 leaders.

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