Director, Community Safety Team

Skills this role screens for

About the role

Skydio is the leading US drone company and the world leader in autonomous flight, the key technology for the future of drones and aerial mobility. The Skydio team combines deep expertise in artificial intelligence, best-in-class hardware and software product development, operational excellence, and customer obsession to empower a broader, more diverse audience of drone users, from utility inspectors https://www.skydio.com/solutions/energy-and-utilities to first responders https://www.skydio.com/solutions/public-safety, soldiers in battlefield scenarios https://www.skydio.com/solutions/national-security/tactical-isr, and beyond https://www.skydio.com/solutions. About the Team: Public safety is where drone technology faces the highest stakes. Agencies across the country are standing up Drone as First Responder (DFR) programs that put an aircraft over an emergency within seconds of a 911 call. As drone programs move from the age of tools to the age of infrastructure, we are expanding our public safety sales team to meet that demand. About the role: As Director, Community Safety Team at Skydio, you will lead the organization that sells into municipal and county law enforcement across two segments: Mid-City, covering agencies of 41 to 100 sworn personnel, and Small Cities, our higher-volume segment below that. The Key Account Directors who run each segment report to you, along with their teams. This is a second-line leadership role. The fundamentals do not change: recruiting the right people at every level, coaching them into great leaders and sellers, and keeping them here. What changes is where your leverage comes from. You will not run deals, and most days you will not run reps either. You will build and develop the leaders who do, and the hardest discipline of this job is resisting the pull to step back down a level when a deal gets interesting. Recruiting is the exception to that discipline. At this stage, headcount is the constraint on how fast this business grows, and hiring is not something you hand to your Directors and inspect from a distance. You will be in the market constantly, for sellers as much as for leaders, and the candidates at the top of the market will often need a conversation with you before they say yes. Three things sit with you that sit with no one below you. You own the combined number across two segments that run very different motions, and the judgment to manage and measure them differently. You represent this business to the rest of Skydio: the forecast, the capacity plan, and an honest account of what is working and what is not. And you own the executive relationships with our largest strategic partners, at their leadership level rather than deal by deal, where the terms of how we grow together actually get set. You will also set the standard for how the organization works, not only what it sells. We sell autonomous flying robots and the artificial intelligence that powers them. Every seller here uses AI tools as a normal part of running a territory, and you will model that, coach to it, and hire for it. This is a highly competitive market, and much of the work happens alongside our channel. Your teams will sell against incumbent platforms and well-funded challengers, and you will set the standard for how they win. Location: Remote, United States How we work These are the standards we hire to, and as a leader you own them for your organization. You set the bar in who you hire, what you coach to, and what you tolerate. - High integrity. Public safety is a tight-knit community. Chiefs and Sheriffs talk to each other, and a reputation for straight answers travels fast. We sell what the ecosystem is actually capable of, we are clear about where the product is today and where it's headed, and we win on our own merits. There's no compromise here. - Sales is a team sport. One team. No lone wolves. Deals are won by account leaders, sales engineering, business development, channel, marke