Senior Manager, Solutions Engineering – Commercial, Site Security

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead a team of Site Security Solutions Engineers and a Site Security Solutions Specialist responsible for achieving quotas.

• Recruit, develop, retain, and manage onboarding, training, career advancement, promotion cases, and succession planning.

• Scale the team proactively in line with segment growth and plan headcount based on pipeline and AE-to-SE coverage ratios.

• Oversee team performance in relation to quotas, pipeline and deal evaluations, technical forecasting, and technical win rates.

• Mentor on security-focused discovery, solution design, demonstrations, and trial execution.

• Coordinate territory and account alignment between Solutions Engineers and Account Executives.

• Establish engagement protocols for the Site Security Solutions Specialist on complex pursuits.

• Collaborate with security sales leadership on forecasting, deal strategies, and pipeline health assessments.

• Take a personal role in strategic and category-defining pursuits.

• Create a repeatable technical sales process for data centers, corrections, military installations, corporate campuses, healthcare, manufacturing, and executive protection.

• Promote the conversion of trials and initial deployments into comprehensive multi-site and fleet-wide security programs.

• Assist with executive briefings, customer summits, and content that defines the category in partnership with Marketing and Product.

• Develop and maintain Skydio's security technical playbook, encompassing patrol and detection zone design, alarm response concepts, GSOC operator handoffs, and reference architectures.

• Set standards for site assessments, RF and site-readiness planning, dock siting, and installation scoping.

• Equip the team with tools for VMS, access control, third-party AI and computer vision integrations, enterprise security reviews, InfoSec questionnaires, and on-premises deployment requirements.

• Create scalable technical resources, demo environments, scripts, workflow documentation, and playbooks.

• Convert field requirements into Product Requirement Documents (PRDs) and structured product input.

• Compile customer feedback for Product development and maintain firsthand product knowledge.

⛳️ Requirements

• Previous experience as a Solutions Engineer, Solutions Architect, Solutions Specialist, or a similar technical pre-sales position in physical security, video surveillance, or critical infrastructure protection.

• Strong domain experience in corporate security, GSOC operations, law enforcement, corrections, or military base security is highly preferred.

• Extensive knowledge of VMS platforms, access control and PACS, perimeter intrusion detection, and video analytics.

• Familiarity with AI and computer vision capability boundaries within a security framework.

• Experience with dock-based or remotely operated UAS deployments, including site planning, networking, and RF considerations.

• Knowledge of enterprise security review processes, InfoSec questionnaires, cyber and penetration testing requirements, and on-premises deployment limitations.

• Exceptional written and verbal communication skills.

• Proven leadership skills, including hiring, coaching, performance management, and establishing processes in a dynamic, fast-paced environment.

• FAA Part 107 Certificate, or the ability to obtain one within 60 days of hiring.

• Willingness to travel up to 60% to support customer engagements, team field activities, and corporate events.

• Capacity to lift up to 60 lbs without assistance.

• Ability to pass customer-required background checks for access to secure facilities.

• Experience in leading a specialist, overlay, or center-of-excellence team is a plus.

• Background in developing enablement, documentation, or certification programs is a plus.

• Direct experience in data center security, corrections, or military installation security is a plus.

• Understanding of counter-UAS and airspace deconfliction considerations is a plus.

• Familiarity with Salesforce, Jira, Databricks, or similar tools is a plus.

• Proven track record of building and scaling a technical team through rapid growth is a plus.

🏝️ Benefits

• Equity in the form of stock options.

• Comprehensive benefits package.

• Relocation assistance may be available for qualified roles.

• Group health insurance plans.

• Paid vacation time.

• Sick leave.

• Holiday pay.

• 401K savings plan.

• Inclusive, multidisciplinary work environment.

• Equal employment opportunity protections.