skydio - Director, Community Safety Team

• 3+ years in sales leadership including experience leading other managers, or a strong first-line leader with a clear, evidenced case for the step up • 6+ years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals • A record of hiring at both levels: managers you developed, and sellers you personally sourced, interviewed, and closed. Recruiting is a large part of this job and we will go deep on it • Team attainment you can state year by year, including the year you missed and what you changed • Experience owning a number across more than one sales motion or segment, and a point of view on how they should be managed differently • Executive relationship experience with channel or technology partners at a leadership level, including joint planning you can describe and results it produced • Comfort representing a business upward: forecast, capacity planning, and an honest account of what is and is not working • Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles, budget and grant cycles, and what it takes to get a program approved by a council or commission • Daily, systematic use of AI tools in your own work, and at least one workflow, analysis, or tool you built or changed in the last two years that made you or your team measurably better. (We will ask you to show it, not describe it) • Strong voluntary retention history, and the judgment to move quickly when a leader is not right for the seat • Executive presence with agency leadership, partner executives, and your own organization, and high personal integrity under quota pressure • Ability to travel at least 50% of the time • Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged for all Skydio employees and required for certain positions. • Experience in public safety, specifically law enforcement, fire, or emergency management • Experience standing up or scaling a segment model that runs more than one motion • You have built something with AI that other people use, whether a research tool, an analysis, or a team workflow, and you can talk about what the first version got wrong • Curiosity that shows: you can explain how something outside sales works, an agency budget, an airspace waiver, the aircraft's autonomy, in plain language, and you learn fast • Familiarity with MEDDPICC, Salesforce, Palantir, Anthropic, Cursor, Slack, Google Workspace • UAV, robotics, or emerging technology background, and comfort in a fast-moving environment • What to expect from our process • We run a structured process and we tell you what it is. A 30-minute conversation with the hiring manager. A deep dive on your leadership record: hiring at both levels, developing and exiting managers, retention, and the team number year by year. A working session where you use your own AI tools on a realistic cross-segment problem and walk us through your choices. A panel on the public safety market, how you would run two segments with different motions, and how you would approach our largest partner relationships. A conversation about how you think. References with people who worked for you, with you, and above you. Every interviewer scores independently against the same rubric before we compare notes. • On AI in the process: draft your resume yourself and refine it with AI if you like; we want your real experience, well expressed. Use whatever tools you want to prepare. Expect to use them in the working session. Leave them off during the conversational interviews so we can see how you think in real time. We use AI to draft job descriptions like this one and to take notes, and a human makes every hiring decision.