Key Account Director, Corrections
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Job Description
Key Account Director leading national corrections sales teams for Skydio, an autonomous drone company. Driving hiring, coaching, retention, pipeline discipline, and competitive public-safety growth.
Responsibilities:
- Lead a national team of Key Account Leaders selling to State Departments of Corrections and state-funded Port Authorities
- Recruit, hire, onboard, and ramp Key Account Leaders
- Run 1:1s and deal reviews to develop judgment
- Join demos, customer meetings, and executive conversations and provide feedback
- Coach competitive selling, POV strategy, requirement shaping, differentiation, displacement, and account defense
- Build MEDDPICC rigor, channel fluency, and forecast honesty
- Develop shared AI workflows for customer research, call preparation, RFP response, and pipeline analysis
- Build retention, development paths, and recognition
- Own territory and quota design
- Own segment pipeline coverage, forecast accuracy, quarter linearity, and analysis
- Partner with Channel on partner strategy, joint planning, and deal structures
- Act as executive sponsor on major competitive pursuits
- Represent customer insight, competitive intelligence, and product gaps to Marketing and Product
- Coordinate and attend national growth events including CLA and ACA
- Work cross-functionally with Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success
Requirements:
- 3+ years leading quota-carrying sellers as a first-line manager, with year-by-year team attainment
- 4+ years total in enterprise software, hardware, or SaaS sales, including success closing complex, multi-stakeholder deals
- Demonstrated success recruiting sellers, with a real network and structured hiring process
- Articulated coaching approach with examples of measurable employee improvement
- Strong voluntary retention history and record of developing people into larger roles
- Experience selling or leading teams into SLED customers, with knowledge of procurement vehicles and budget and grant cycles
- Experience selling or leading teams into State Department of Corrections customers, with knowledge of procurement and budget cycles
- Fluency selling with and through channel partners
- Daily, systematic use of AI tools and a workflow, analysis, or tool built or changed in the last two years
- Executive presence and high personal integrity under quota pressure
- Ability to travel at least 50% of the time
- Role can be based anywhere in the United States
- Preferred: public safety/corrections experience and CLA/ACA relationships
- Preferred: experience building a team from a small base
- Preferred: AI tool, analysis, or workflow used by others
- Preferred: curiosity about agency budgets, airspace waivers, or aircraft autonomy
- Preferred: familiarity with MEDDPICC, Salesforce, Clari, BGov, GovWin, Slack, and Google Workspace
- Preferred: UAV, robotics, or emerging technology background
- Must draft resume yourself; AI refinement is permitted
- Must use AI tools in the working session
Benefits:
- Equity in the form of stock options
- Comprehensive benefits package
- Relocation assistance may be provided for eligible roles
- Group health insurance plans
- Paid vacation time
- Sick leave
- Holiday pay
- 401K savings plan
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