Key Account Director, Majors West

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 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 a Key Account Director, Majors, Public Safety at Skydio, you will lead a regional team of Key Account Leaders selling into the largest public safety agencies in the country. This is a first-line leadership role, and the job comes down to three things: recruiting the right people, coaching them into great sellers, and keeping them here. You will not carry your own accounts. Your number is your team's number, and you will hit it by making each person on the team better: sharpening deal strategy, getting into the field on their most competitive pursuits, and building the territory, pipeline, and forecast discipline that makes a region predictable. You will work alongside peer Directors leading other segments and geographies, and across Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success. You will also set the standard for how the team 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 team will sell against incumbent platforms and well-funded challengers, and you will set the standard for how they win. Location: Remote, Western U.S. territory (AK, AR, AZ, CA, CO, HI, IA, ID, KS, LA, MN, MO, MS, MT, ND, NE, NM, NV, OK, OR, SD, TX, UT, WA, WY)   How we work These are the standards we hire to, and as a leader you own them for your region. 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, marketing, strategic relationships, government relations, and mission success pulling in the same direction, and our partners are part of that team, not a channel to be managed around. The best people here care more about the collective number than their own slice of it. - Great conversationalists. This is the craft of the job: asking better questions than anyone else in the room, listening for what a chief or sheriff isn't saying, real curiosity about how an agency operates. Not polish, not a rehearsed pitch. Trust in this market is built one honest conversation at a time, and it is the thing competitors cannot copy. - Curious, and fluent with the tools. Everyone on this team uses AI as a normal part of their work: researching agencies, preparing for mee