skydio - Sales Director, Utilities

• [3]+ years leading quota-carrying enterprise sellers as a first-line manager, with team attainment you can state year by year, including the year you missed and what you changed • 7+ years in enterprise sales of hardware, software, or SaaS, with personal success closing complex, multi-stakeholder, multi-year deals in the seven and eight figures • Experience selling into, or leading teams that sell into, investor-owned utilities. You understand how they buy: operating company structures, sourcing and MSAs, capital versus O&M budgets, and how regulatory commitments shape spending • A record of land-and-expand selling on a concentrated book of named enterprise accounts, growing programs across business units over multiple years • A record of building alignment across a customer organization, from field operations leaders to the VP and C-suite • Demonstrated success recruiting sellers: a real network, a clear view of what good looks like, and the ability to close candidates • A coaching approach you can describe, with specific examples of people who got measurably better working for you • Strong retention history and a record of developing people into larger roles • Daily 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) • Executive presence with utility leadership and with your own team, and high personal integrity under quota pressure • Ability to travel at least 50% of the time • Utility operations experience: transmission and distribution, line work, asset management, inspection programs, vegetation management, or emergency response • Background in UAS, robotics, LiDAR, GIS, or asset-management technology sold to utilities • Relationships across the utility industry, including UAS program leaders and industry groups such as EEI and EPRI • Experience building a team from a small base, or scaling a team through rapid growth • Familiarity with MEDDPICC, Salesforce, Clari, Slack, and Google Workspace • Curiosity that shows: you can explain how something outside sales works (a state inspection cycle, a pole loading model, the aircraft's autonomy) in plain language • What to expect from our process • We run a structured process and tell you what it is. A conversation with the hiring manager. A deep dive on your leadership record: hiring, coaching, retention, and the team number, year by year. A working session where you use your own AI tools on a realistic utility account problem and walk us through your choices. A panel on the utility market and how you would run this team. References with people who worked for you and with you. Every interviewer scores independently against the same rubric before we compare notes. • Draft your resume yourself and refine it with AI if you like. Use whatever tools you want to prepare, and expect to use them in the working session. Leave them off during conversational interviews so we can see how you think in real time. A human makes every hiring decision.