Key Account Director (Campus)

Join Skydio, a leading autonomous drone company, as a Key Account Director focused on selling to large universities and colleges with dedicated police departments. In this first-line leadership role, you will recruit and coach a national team of Key Account Leaders, set the standard for how the team works, and own the segment number. You will work alongside peer Directors and various departments, and have the autonomy to adapt Skydio's public safety playbook for the campus segment.

Recruiting, coaching, and retaining a high-performing team of Key Account Leaders.

Responsibilities

• Developing and executing strategies to increase sales and market share in the higher education sector.
• Collaborating with cross-functional teams to ensure alignment and support for sales initiatives.
• Fluency selling with and through channel partners

Requirements

Experience with higher education or other institutional customers

• 2+ years leading quota-carrying sellers as a first-line manager, with team attainment you can state year by year, including the year you missed and what you changed
• 4+ years total in enterprise software, hardware, or SaaS sales, including personal success closing complex, multi-stakeholder deals
• Strong voluntary retention history, a record of developing people into larger roles, and the judgment to move quickly when someone isn't right for the seat
• A coaching approach you can articulate, with specific examples of people who got measurably better working for you
• Demonstrated success recruiting sellers: a real network, a clear point of view on what good looks like, a structured process you can describe, and the ability to close candidates
• Good judgment about when to run the standard play and when a segment nuance calls for something different
• Daily, systematic use of AI tools in your own work, and at least one workflow, analysis, or tool you built or changed in the last two years that made you or your team measurably better (we will ask you to show it, not describe it)
• Executive presence with both customer leadership and your own team, and high personal integrity under quota pressure
• Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged for all Skydio employees and required for certain positions
• Ability to travel at least 50% of the time, and based in United States
• Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles and budget and grant cycles
• Experience in higher education, or in public safety, specifically law enforcement, fire, or emergency management
• Experience building a team from a small base rather than inheriting a mature one
• You have built something with AI that other people use, whether a research tool, an analysis, or a team workflow, and you can talk about what the first version got wrong
• Curiosity that shows: you can explain how something outside sales works (an agency budget, an airspace waiver, the aircraft's autonomy) in plain language, and you learn fast

Preferred

• Familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
• UAV, robotics, or emerging technology background, and comfort in a fast-moving environment

Pay

USD 144,000 - 200,000