Sales Director, Utilities

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.

The company

About the Team

Utilities are Skydio's largest commercial segment, carrying about 40% of the Commercial plan. The market is concentrated: roughly 225 utilities matter, and the top 75 serve about 85% of U.S. meters. The biggest investor-owned utilities in the country run Skydio X10 fleets and Dock networks for transmission, distribution, and substation inspection, storm response, and asset health. Our largest programs are now five-year, multi-dozen-dock agreements. The market is moving from crews flying handheld drones to autonomous inspection that covers an entire service territory, and this team is leading that shift with tremendous whitespace to drive growth for many years.

The work

About the role

As Sales Director, Utilities, you will lead five quota-carrying sellers: three Strategic Account Managers on the largest utilities and two Enterprise Account Executives on the next tier. Each seller is paired with a dedicated Solutions Engineer. This team carries the largest number in Commercial Sales, and the plan is to grow it substantially on the same headcount before scaling the team further.

This is a land-and-expand business built on deep relationships with a small set of named accounts, not a coverage play. A 100-dock deal takes the same work as a 10-dock deal, and your job is to make the team great at the 100+-dock version. Your number is your team's number. You will hit it by sharpening deal strategy, getting into the field on the biggest pursuits, acting as executive sponsor with utility leadership, and bringing real discipline to pipeline and forecast. Underneath that, the job is still recruiting the right people, coaching them into great sellers, and keeping them here.

Utility deals are won by building alignment up and down the customer's organization. Distribution and transmission directors own day-to-day execution and live with the staffing, repair backlog, and liability that come with finding more defects. Executives are optimizing for reliability, capital allocation, regulatory outcomes, and long-term grid transformation. Our job is to connect those two views, not to go around one to reach the other. You will teach your team to do that well.

You will work alongside peer Sales Directors in Security and Emerging markets, and closely with Solutions Engineering, Customer Success, Deployment, Product, Marketing, and our services partners. We sell autonomous flying robots and the AI that powers them, and every seller here uses AI tools in every aspect of the role. You will model that, coach to it, and hire for it.

How we work

High integrity. The utility operations community is small. Asset managers, line leaders, and UAS program leads move between companies and talk to each other. We sell what the product can do today, we are clear about where it's headed, and we win on our own merits.

Sales is a team sport. No lone wolves. Enterprise utility programs are won by account leaders, solutions engineering, customer success, deployment, product, and partners pulling in the same direction. The best people here care more about the collective number than their own slice of it.

Great conversationalists. Ask better questions than anyone else in the room. Listen for what a distribution director isn't saying. Be curious about how a utility actually runs: its inspect