Utilities Sales Director - Land & Expand + Equity

Telemetry Today LLC; United States; Remote; USD 172,000 - 240,000; Full time

Job summary

Skydio is seeking a Sales Director, Utilities, to lead five quota‑carrying sellers and drive large, long‑cycle utility deals. You’ll sharpen deal strategy, sponsor executive buyers, and build a high‑performing team across named accounts.

You will recruit, coach, and ramp top sellers, align with SE, CS, Deployment, Product, Marketing, and partners, and apply MEDDPICC rigor and AI‑assisted research to close multi‑year agreements.

Qualifications

• 3+ years leading quota‑carrying enterprise sellers as a first‑line manager, with team attainment year by year, including misses and changes
• 7+ years in enterprise sales of hardware, software, or SaaS, with success closing complex, multi‑stakeholder, multi‑year deals in seven- or eight-figure ranges
• Experience selling into, or leading teams that sell into, investor‑owned utilities; understanding operating company structures, budgeting, and MSAs
• A track record of land‑and‑expand selling on a concentrated book of named accounts across business units
• Coaching approach with examples of measurable seller improvements and strong retention history
• Executive presence with utility leadership and team, and high integrity under quota pressure
• Ability to travel at least 50% of the time

Responsibilities

• Own hiring for the utilities team and build a continuous talent pipeline
• Close and mentor sellers to achieve large, multi‑year dock network deals
• Align with SE, Customer Success, Deployment, Product, Marketing and partners to support large pursuits
• Build MEDDPICC discipline and honest forecast in team practices
• Lead field engagement with executive sponsor interactions and field leadership
• Use AI tools for account research, meeting prep, and pipeline analysis to improve outcomes
• Develop a sustainable, scalable territory and quota plan across utility accounts

Skills

Quota carrying leadership

Enterprise sales

Executive sponsorship

Coaching

Recruiting sellers

Deal strategy

MEDDPICC

AI tools

Tools

MEDDPICC

Salesforce

Clari

Slack

Google Workspace

Job description

Skydio is seeking a Sales Director, Utilities, to lead five quota‑carrying sellers and drive large, long‑cycle utility deals. You’ll sharpen deal strategy, sponsor executive buyers, and build a high‑performing team across named accounts.

You will recruit, coach, and ramp top sellers, align with SE, CS, Deployment, Product, Marketing, and partners, and apply MEDDPICC rigor and AI‑assisted research to close multi‑year agreements.