Key Account Director, Campus

Skydio, Inc.; United States; Remote; USD 150,000 - 210,000; Full time

Job summary

Skydio, Inc. seeks a seasoned Key Account Director, Campus, to lead a national team selling autonomous drone solutions to universities and public safety departments. This is a remote role with US-wide scope, requiring hands-on hiring, coaching, and strategic pipeline management.

You will set the standard for recruiting, deal strategy, and forecast discipline, collaborating with Channel, Marketing, and Government Relations to win large, multi-stakeholder campus opportunities.

Qualifications

• 2+ years leading quota-carrying sellers as a first-line manager, with year-by-year attainment
• 4+ years total in enterprise software, hardware, or SaaS sales, including closing complex deals
• Demonstrated success recruiting sellers with a structured process and ability to close candidates
• Coaching approach with examples of people who improved under leadership
• Strong retention history and judgment to move quickly when someone isn’t right for the seat

Responsibilities

• Recruit and coach a national team of Key Account Leaders for campus sales
• Hit segment numbers with pipeline, forecast discipline, and rigorous hiring processes
• Partner with Channel, Marketing, Government Relations, and Mission Success to win multi-stakeholder deals
• Represent Skydio’s campus safety playbook and adapt it to academic calendars and budgets

Skills

Quota leadership

Enterprise software sales

Team development

Channel partnerships

AI fluency

Tools

CRM systems

MEDDPICC

Job description

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 to first responders , soldiers in battlefield scenarios , and beyond .

About the Team: Public safety is where drone technology faces the highest stakes. Agencies across the country are standing up Drone as First Responder (DFR) programs that put an aircraft over an emergency within seconds of a call. As drone programs move from the age of tools to the age of infrastructure, we are expanding our public safety sales team to meet that demand.

A major university is a city in miniature: a residential population, often its own dispatch, large events, and a sworn police department responsible for all of it. Campus public safety leaders are under pressure to respond faster to welfare checks and active threats, to manage game days, commencements, and protests safely, and to show students, parents, and trustees that the institution is serious about safety. DFR is becoming a serious answer to that, and this segment is where we prove it.

About the role: As a Key Account Director, Campus at Skydio, you will lead a national team of Key Account Leaders selling into large universities and colleges with dedicated police departments. This is a first-line leadership role, and the job comes down to three things: recruiting the right people, coaching them into great sellers, and keeping them here.

You will not carry your own accounts. Your number is your team's number, and you will hit it by making each person on the team better: sharpening deal strategy, getting into the field on their most competitive pursuits, and building the territory, pipeline, and forecast discipline that makes a segment predictable. You will work alongside peer Directors leading other segments and geographies, and across Channel, Sales Engineering, Business Development, Marketing, Strategic Relationships, Government Relations, and Mission Success.

You will run Skydio's public safety playbook, with real autonomy to adapt it where campus is different: a wider buying committee, an academic calendar that dictates when budget moves, and a community that scrutinizes surveillance more closely than most. Knowing which differences warrant a different play is a meaningful part of the job.

You will also set the standard for how the team works, not only what it sells. We sell autonomous flying robots and the artificial intelligence that powers them. Every seller here uses AI tools as a normal part of running a territory, and you will model that, coach to it, and hire for it.

This is a highly competitive market, and much of the work happens alongside our channel. Your team will sell against incumbent platforms and well-funded challengers, and you will set the standard for how they win.

Location: Remote, open to candidates anywhere in the United States

How we work

These are the standards we hire to, and as a leader you own them for your segment. You set the bar in who you hire, what you coach to, and what you tolerate.

High integrity. Public safety is a tight-knit community. Campus public safety leaders, who benchmark against peer institutions constantly, talk to each other, and a reputation for straight answers travels fast. We sell what the ecosystem is actually capable of, we are clear about where the product is today and where it's headed, and we win on our own merits. There's no compromise here.

Sales is a team sport. One team. No lone wolves. Deals are won by account leaders, sales engineering, business development, channel, marketing, strategic relationships, government relations, and mission success pulling in the same direction, and our partners are part of that team, not a channel to be managed around. The best people here care more about the collective number than their own slice of it.

Great conversationalists. This is the craft of the job: asking better questions than anyone else in the room, listening for what a chief or a vice president isn't saying, real curiosity about how an institution operates. Not polish, not a rehearsed pitch. Trust in this market is built one honest conversation at a time, and it is the thing competitors cannot copy.

Curious, and fluent with the tools. Everyone on this team uses AI as a normal part of their work: researching agencies, preparing for meetings, analyzing pipeline, drafting and then editing. That takes taste more than technical skill: knowing what a quality result looks like, describing a problem precisely enough to get it, and catching the tool when it is confidently wrong. The same muscle makes a great seller. Discovery is specifying the problem; qualification is checking the output. We hire people who are curious about how things work, whether that's an agency's budget, a council's politics, or the aircraft's autonomy, and who have spent the last two years embracing AI rather than waiting to be told to use it.

How you'll make an impact

Own hiring for your segment: build a continuous talent pipeline, run a fast and rigorous process, and personally close the candidates you want

Hire to the bar above: integrity, team instinct, conversational craft, and fluency with the tools matter as much as a closed-won history

Screen for evidence, not adjectives: attainment stated year by year with the misses included, deal stories with the mechanics of how the customer bought, and something the candidate has built or changed in how they work in the last two years

Run a structured process: the same core questions for every candidate, a live working session, independent scoring, and a debrief that decides on evidence

Onboard and ramp new Key Account Leaders with a clear path from first day to first award, and hold the ramp accountable

Coach

Run 1:1s and deal reviews that build judgment rather than just inspect pipeline

Get in the field: join demos, customer meetings, and executive conversations, then debrief with specific, usable feedback

Coach the competitive game: POV strategy, shaping requirements early, framing Skydio's unique differentiators, displacement plays, and defending accounts under attack

Build MEDDPICC rigor, channel fluency, and forecast honesty into how the team works, not just what they report

Raise the team's fluency with AI tools: build shared workflows for customer research, call prep, RFP response, and pipeline analysis, and hold the line that nothing AI-drafted reaches a customer unreviewed

Coach the institutional sale: getting past the chief to the vice president, general counsel, and risk, and building a case that survives a procurement office and a skeptical campus community

Retain

Build a team that people don't want to leave: clear expectations, real development paths, and recognition that lands

Own territory and quota design so assignments are achievable, equitable, and worth staying for

Have honest career conversations early, address disengagement before it becomes a resignation, and be the escalation path your team trusts to clear obstacles

Run the segment

Own the segment number: pipeline coverage, forecast accuracy, linearity across the quarter, and the analysis behind them

Partner with Channel on partner strategy, joint planning, and the deal structures that get customers to yes

Act as executive sponsor on your team's largest and most competitive pursuits: present in the room, without taking the deal over

Represent your segment's customer insight, competitive intelligence, and product gaps to Marketing and Product

Tailor the playbook where campus warrants and plan around an academic calendar that concentrates budget and urgency into specific windows

Partner with Channel on cooperative and system-wide contract vehicles

What makes you a good fit

Required

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

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

A coaching approach you can articulate, with specific examples of people who got measurably better working for you

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

Experience selling or leading teams into SLED customers, with working knowledge of procurement vehicles and budget and grant cycles

Fluency selling with and through channel partners

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

Ability to travel at least 50% of the time, and based in United States

Experience with higher education or other institutional customers

Good judgment about when to run the standard play and when a segment nuance calls for something different

Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged for all Skydio employees and required for certain positions

Preferred

Experience in higher education, or in public safety, specifically law enforcement, fire, or emergency management

Experience building a team from