Key Account Director, Small City (East)

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, Small City at Skydio, you will lead a regional team of Key Account Leaders selling into our highest-volume public safety segment, agencies with 1 to 40 sworn personnel. 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. What makes this segment distinct is scale. Your team works through many opportunities every quarter, so you will lead through the funnel as much as through individual deals. Conversion rates, cycle time, stage velocity, and activity quality will tell you where to intervene long before any single deal review would. You also own the region's upmarket radar: some small-city agencies are the leading edge of something much larger, and your team needs to spot them early and route them into the right motion alongside our Mid-City and T1200 teams. 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, Eastern U.S. territory (AL, AR, CT, DC, DE, FL, GA, IN, KY, LA, MA, MD, ME, MI, MS, NC, NH, NJ, NY, OH, OK, PA, PR, RI, SC, TN, VA, VT, WV) 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 b