SLED Channel Sales Manager - Remote Eligible

SLED Channel Sales Manager

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 Role:

The SLED Channel Sales Manager serves as the primary business owner and point of contact for Skydio's State, Local, and Education (SLED) channel partners. This role manages opportunity-driven reseller relationships and ensures effective deal registration, partner enablement, and accurate information flow between Skydio and its partners.

Acting as a business manager and liaison, the SLED Channel Sales Manager connects Skydio Account Executives with partner Account Executives to drive successful outcomes across public safety, law enforcement, municipalities, and state transportation agencies. This is a highly cross-functional role requiring close collaboration with Sales, Channel Operations, Enablement, Legal, and Finance.

How You'll Make an Impact:

• Own the strategic and day-to-day management of 15–20 SLED Channel Partners, including CDW, Carahsoft, Safeware, Axon, and similar resellers and integrators
• Serve as the primary point of contact for partner leadership and sales teams, supporting opportunity-by-opportunity transactions from deal registration through close
• Act as the liaison between Skydio Account Executives and partner Account Executives, ensuring alignment on account strategy, deal structure, pricing, and timelines
• Manage deal registration and partner readiness, ensuring partners are informed, enabled, and operating with accurate program, pricing, and policy information
• Drive partner enablement and engagement, including training, product updates, certifications, and go-to-market alignment
• Proactively grow and mature Skydio's SLED channel, identifying opportunities to streamline processes, improve efficiency, and scale the partner business
• Serve as the primary escalation point for partner-related sales issues and executive alignment, collaborating cross-functionally to resolve complex situations
• Collaborate cross-functionally with Channel Operations to ensure a seamless handoff from sales through fulfillment
• Conduct QBRs and strategic business reviews to maintain engagement, mindshare, and long-term alignment

What Makes You a Good Fit:

• 3–5+ years of experience working for a US manufacturer or sophisticated solution provider selling domestically produced technology or hardware
• Experience supporting SLED customers through channel partners, with familiarity in public sector procurement and reseller-led deal motions
• Proven ability to act as a business manager for partners, balancing strategy, execution, and cross-functional coordination
• Strong communication and organizational skills, with the ability to manage multiple partner relationships simultaneously
• Comfortable operating in a cross-functional environment across Sales, Channel Operations, Enablement, Legal, and Finance

Compensation:

• At Skydio, our compensation packages for regular, full-time employees include competitive base salaries, equity in the form of stock options, and comprehensive benefits packages. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. Relocation assistance may also be provided for eligible roles. The On-Target-Earnings (OTE) for this position is $240,000 - $300,000*. Fundamentally, we believe that equity is the key to long-term financial growth, and we ensure all regular, full-time employees have the opportunity to significantly benefit from the company's success. Regular, full-time employees are eligible to enroll in the Company's group health insurance plans. Regular, full-time employees are eligible to receive the following benefits: Paid vacation time, sick leave, holiday pay and 401K savings plan. This position and all associated benefits are subject to applicable federal, state, and local laws, as well as the Company's policies and eligibility criteria.

  *Compensation for certain positions may vary based on the position's location.