Skydio Director of Community Safety Team at Skydio leading sales organization targeting municipal and county law enforcement agencies. Build and develop leadership teams and manage executive relationships with strategic partners.
Responsibilities
This is a second-line leadership role. The fundamentals do not change: recruiting the right people at every level, coaching them into great leaders and sellers, and keeping them here. What changes is where your leverage comes from. You will not run deals, and most days you will not run reps either. You will build and develop the leaders who do, and the hardest discipline of this job is resisting the pull to step back down a level when a deal gets interesting.
Recruiting is the exception to that discipline. At this stage, headcount is the constraint on how fast this business grows, and hiring is not something you hand to your Directors and inspect from a distance. You will be in the market constantly, for sellers as much as for leaders, and the candidates at the top of the market will often need a conversation with you before they say yes.
Three things sit with you that sit with no one below you. You own the combined number across two segments that run very different motions, and the judgment to manage and measure them differently. You represent this business to the rest of Skydio: the forecast, the capacity plan, and an honest account of what is working and what is not. And you own the executive relationships with our largest strategic partners, at their leadership level rather than deal by deal, where the terms of how we grow together actually get set.
This is a highly competitive market, and much of the work happens alongside our channel. Your teams will sell against incumbent platforms and well-funded challengers, and you will set the standard for how they win.
Location: Remote, United States
These are the standards we hire to, and as a leader you own them for your organization. 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. Chiefs and Sheriffs 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 sheriff isn't saying, real curiosity about how an agency 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 creation looks like, describing a problem precisely enough to get it, and catching the harness 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 A.I. rather than waiting to be told to use it.
How you'll make an impact
Own hiring across the organization, sellers and leaders alike. Recruiting is a first-order responsibility of this job, not something you delegate downward and review in a weekly report
Qualification
Curiosity that showsFamiliarity with MEDDPICCUAVWhat to expect from our processOn AI in the processExperience in public safety
Required
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
Familiarity with MEDDPICC, Salesforce, Palantir, Anthropic, Cursor, Slack, Google Workspace
UAV, robotics, or emerging technology background, and comfort in a fast-moving environment
What to expect from our process
We run a structured process and we tell you what it is. A 30-minute conversation with the hiring manager. A deep dive on your leadership record: hiring at both levels, developing and exiting managers, retention, and the team number year by year. A working session where you use your own AI tools on a realistic cross-segment problem and walk us through your choices. A panel on the public safety market, how you would run two segments with different motions, and how you would approach our largest partner relationships. A conversation about how you think. References with people who worked for you, with you, and above you. Every interviewer scores independently against the same rubric before we compare notes.
On AI in the process: draft your resume yourself and refine it with AI if you like; we want your real experience, well expressed. Use whatever tools you want to prepare. Expect to use them in the working session. Leave them off during the conversational interviews so we can see how you think in real time. We use AI to draft job descriptions like this one and to take notes, and a human makes every hiring decision.
Preferred
Experience in public safety, specifically law enforcement, fire, or emergency management
Experience standing up or scaling a segment model that runs more than one motion
