skydio - Key Account Director, Majors West

• 3+ years leading quota-carrying sellers as a first-line manager, with team attainment you can state year by year, including the year you missed and what you changed • 4+ years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals • Demonstrated success recruiting sellers: a real network, a clear point of view on what good looks like, a structured process you can describe, and the ability to close candidates • A coaching approach you can articulate, with specific examples of people who got measurably better working for you • Strong voluntary retention history, a record of developing people into larger roles, and the judgment to move quickly when someone isn't right for the seat • Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles and budget and grant cycles • Fluency selling with and through channel partners • 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) • Executive presence with both customer leadership and your own team, and high personal integrity under quota pressure • Ability to travel at least 50% of the time, and based in West Region • Experience in public safety, specifically law enforcement, fire, or emergency management • Experience building a team from a small base rather than inheriting a mature one • 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, Clari, BGov, GovWin, Slack, and 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, coaching, retention, and the team number, year by year. A working session where you use your own AI tools on a realistic problem from this region and walk us through your choices. A panel on the public safety market and how you would run the region. A conversation about how you think. References with people who worked for you and with 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.