Key Account Director

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

📋 Description

• Lead a national team of Key Account Leaders focused on selling to large universities and colleges with dedicated police departments.

• Recruit suitable candidates, coach them to become effective sellers, and ensure their retention.

• Establish team quotas, develop territory and pipeline discipline, and uphold forecast accuracy.

• Enhance deal strategies and participate in competitive pursuits, product demonstrations, customer meetings, and executive discussions.

• Implement and adapt Skydio's public safety sales playbook tailored for campus clients.

• Model and mentor the daily use of AI tools for territory management, customer research, meeting preparation, pipeline analysis, and RFP responses.

• Provide coaching on competitive selling, POV strategy, early requirement shaping, differentiation, displacement, and account defense.

• Foster MEDDPICC rigor, channel fluency, and transparent forecasting.

• Guide institutional sales across chiefs, vice presidents, general counsel, risk management, procurement, and campus stakeholders.

• Oversee hiring, onboarding, ramping up, one-on-ones, deal reviews, career discussions, and employee development.

• Manage territory and quota design.

• Collaborate with Channel on partner strategy, joint planning, deal structures, and cooperative or system-wide contract vehicles.

• Act as the executive sponsor for major competitive pursuits.

• Convey customer insights, competitive intelligence, and product gaps to Marketing and Product teams.

• Strategize around academic calendars and concentrated budget periods.

⛳️ Requirements

• Minimum of 2 years leading quota-carrying sellers as a first-line manager.

• At least 4 years of experience in enterprise software, hardware, or SaaS sales.

• Proven personal success in closing complex, multi-stakeholder deals.

• Demonstrated ability to recruit sellers and successfully close candidates.

• Structured hiring process with the capability to assess evidence effectively.

• Clearly defined coaching approach with measurable examples of employee progress.

• Strong history of voluntary retention and experience in developing individuals for larger roles.

• Experience in selling or leading teams targeting SLED customers.

• Working knowledge of procurement vehicles, budgeting cycles, and grant timelines.

• Proficient in selling with and through channel partners.

• Daily, systematic utilization of AI tools.

• Developed or modified workflows, analyses, or tools in the last two years that significantly improved team performance.

• Possess executive presence and maintain high personal integrity.

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

• Must be based in the United States.

• Experience with higher education or other institutional customers.

• Ability to tailor standard playbooks to fit segment nuances.

• FAA Part 107 certification within the first 60 days is strongly encouraged for all employees and required for specific roles.

• Preferred qualifications: experience in higher education or public safety sectors, including law enforcement, fire, or emergency management.

• Preferred: experience in building a team from a small initial base.

• Preferred: developed AI tools, analyses, or workflows for others to utilize.

• Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace.

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

• Comfortable working in a fast-paced environment.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits package.

• Relocation assistance may be available for eligible positions.

• Group health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.

• Opportunity for regular, full-time employees to share in company success through equity.

• Inclusive, multidisciplinary work environment.