Key Account Director, T1200 (West)

New

SkydioPublic safety technology

Remote, Western and Central U.S.Full-TimeDirector

Salary$144,000- $180,000 + Commission*

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Job Details

Experience: 3+ years leading quota-carrying sellers as a first-line manager; 4+ years total in enterprise software, hardware, or SaaS sales.
Required Skills: SalesforceCoaching

Have 3+ years leading quota-carrying sellers as a first-line manager, with year-by-year team attainment results.
Have 4+ years in enterprise software, hardware, or SaaS sales, including success closing complex, multi-stakeholder deals.
Demonstrate success recruiting sellers and describe a structured hiring process.
Describe a coaching approach and provide examples of people who measurably improved.
Show a strong voluntary retention history and a record of developing people into larger roles.
Have experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles, budgets, and grant cycles.
Be fluent selling with and through channel partners.
Use AI tools daily and systematically, and show a workflow, analysis, or tool built or changed in the last two years that measurably improved work.
Demonstrate executive presence and high personal integrity under quota pressure.
Be based in the region and able to travel at least 50% of the time.
Preferred: experience in public safety, including law enforcement, fire, or emergency management.
Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.
Preferred: UAV, robotics, or emerging technology background.

Recruit, hire, onboard, and ramp Key Account Leaders for the region.
Run 1:1s and deal reviews that develop judgment and assess pipeline.
Join demos, customer meetings, and executive conversations, then provide specific feedback.
Coach the team on POV strategy, shaping requirements, differentiators, 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, and review AI-drafted customer materials.
Retain and develop team members, address disengagement, and clear obstacles.
Own territory and quota design, regional pipeline coverage, forecast accuracy, and quarterly linearity.
Partner with Channel on partner strategy, joint planning, and deal structures.
Serve as executive sponsor for major competitive pursuits and represent regional customer insight and product gaps to Marketing and Product.

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