Director, Community Safety

This is a fully remote position, open to applicants in United States.

📋 Description

• Spearhead the sales initiative targeting municipal and county law enforcement within the Mid-City and Small Cities sectors.

• Guide and cultivate the Key Account Directors along with their teams.

• Recruit sales personnel and leaders, actively participating in sourcing, interviewing, and hiring candidates.

• Strengthen leadership capabilities by hiring individuals with coaching expertise.

• Implement standardized hiring practices, structured interview processes, essential questions, and independent scoring systems.

• Mentor Directors through one-on-one sessions, deal evaluations, forecasting calls, and leadership assessments.

• Enhance the leadership skills where Directors are lacking.

• Regularly engage in field activities with sales personnel several times each quarter.

• Enhance AI fluency by promoting collaborative workflows for agency research, call preparation, proposal responses, and pipeline analysis.

• Create an organization characterized by clear expectations, growth pathways, and recognition.

• Manage the quota and territory structure across both sectors.

• Oversee the seller career trajectory from Small Cities to Mid-City, including promotions, credit assignments, and account transitions.

• Tackle structural issues that contribute to employee turnover.

• Take responsibility for overall numbers, pipeline coverage, forecast precision, linearity, and supporting analyses.

• Appropriately manage the unique volume/velocity and complexity/cycle-length sales approaches.

• Represent the business through forecasts, business evaluations, headcount, and capacity strategies.

• Control the segment structure, including the transition from Small Cities to Mid-City markets.

• Provide customer insights, competitive intelligence, and highlight product or policy gaps to Marketing, Product, and Government Relations teams.

• Cultivate executive relationships with key channel and technology partners.

• Facilitate joint business planning with partner leadership.

• Serve as the point of escalation for challenging partner relationships and support successful collaborations.

• Ensure a consistent partner strategy across both segments.

⛳️ Requirements

• Minimum of 3 years in sales leadership, including experience managing other managers, or a strong first-line leader with demonstrated capability for advancement.

• At least 6 years of overall experience in enterprise software, hardware, or SaaS sales, with proven success in closing complex, multi-stakeholder deals.

• Proven track record of hiring at both managerial and sales levels, including developing managers and personally sourcing, interviewing, and hiring sellers.

• Documented team performance year by year, including instances of missed targets and subsequent adjustments made.

• Experience managing numbers across multiple sales motions or segments, with insights on differentiating management strategies.

• Experience in executive relationships with channel or technology partners at leadership levels, including joint planning and measurable outcomes.

• Confidence in representing business performance through forecasting, capacity planning, and providing honest assessments of results.

• Experience in selling or leading teams targeting SLED customers, with knowledge of procurement processes, budget and grant cycles, and council or commission approvals.

• Regular and systematic use of AI tools, with at least one workflow, analysis, or tool developed or modified in the past two years that significantly enhanced performance.

• Strong history of voluntary retention and the judgment to act swiftly when a leader is not well-suited for their role.

• Executive presence when interacting with agency leaders, partner executives, and the broader organization.

• High personal integrity when under quota pressure.

• Willingness to travel at least 50% of the time.

• FAA Part 107 certification is required for some roles; obtaining it within the first 60 days is strongly recommended for all employees.

• Preferred: experience in public safety, particularly in law enforcement, fire, or emergency management.

• Preferred: experience in establishing or scaling a multi-motion segment model.

• Preferred: familiarity with AI tools or workflows utilized by others.

• Preferred: interest in agency budgets, airspace waivers, or aircraft autonomy.

• Preferred: knowledge of MEDDPICC, Salesforce, Palantir, Anthropic, Cursor, Slack, and Google Workspace.

• Preferred: background in UAV, robotics, or emerging technologies.

• Must be authorized to work in the United States; Skydio utilizes E-Verify for U.S. positions.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits package.

• Relocation assistance may be offered for eligible roles.

• Company-sponsored health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.