Senior Manager of Solutions Engineering (Commercial, Site Security)

Join Skydio, the leader in autonomous drones, as the Senior Manager of Solutions Engineering for our rapidly growing site security segment. In this role, you will lead a team of Solutions Engineers dedicated to site security customers, partner with Account Executives, and drive team performance against quota. You will also develop and retain your team, manage territory and account alignment, and establish a repeatable technical sales motion. This position requires prior experience in a technical pre-sales role in physical security, video surveillance, or critical infrastructure protection, as well as demonstrated people leadership skills.

• Lead and manage a team of Solutions Engineers dedicated to site security customers, ensuring they meet or exceed quota and technical win rates.
• Develop and implement strategies for scaling the team and improving performance, including hiring, training, and career development.
• Collaborate with security sales leadership on forecasting, deal strategy, and pipeline health, and personally engage on strategic pursuits.

• Prior experience as a Solutions Engineer, Solutions Architect, Solutions Specialist, or equivalent technical pre-sales role in physical security, video surveillance, or critical infrastructure protection
• Clear-eyed understanding of AI and computer vision capability boundaries in a security context, and the ability to have an honest technical conversation with a customer about what detection and classification can and cannot do today
• Comfort with enterprise security review processes — InfoSec questionnaires, cyber and penetration testing requirements, and on-premises deployment constraints
• Direct domain experience in corporate security, GSOC operations, law enforcement, corrections, or military base security is strongly preferred
• Deep working knowledge of the physical security technology stack — VMS platforms, access control and PACS, perimeter intrusion detection, and video analytics
• Demonstrated people leadership: hiring, coaching, performance management, and standing up process in an ambiguous, fast-moving segment
• Excellent written and verbal communication, with the ability to present to a Chief Security Officer and a facilities engineer with equal credibility
• Lead by example. Willing to do whatever is needed to get a customer situation resolved
• Experience with dock-based or remotely operated UAS deployments, including site planning, networking, and RF considerations
• Ability to lift up to 60 lbs unaided
• Ability to pass customer-required background screening for access to secure facilities
• Ability to travel up to 60% to support customer engagements, team field activities, and company events
• FAA Part 107 Certificate, or the ability to obtain one within 60 days of hire
• Experience leading a specialist, overlay, or center-of-excellence team
• Track record of knowledge transfer: building enablement, documentation, or certification programs that raise the capability of a broader technical organization
• Direct experience in data center security, corrections, or military installation security
• Familiarity with counter-UAS and airspace deconfliction considerations
• Working knowledge of Salesforce, Jira, Databricks, or equivalents
• Track record of building and scaling a technical team through a period of rapid growth