Senior Manager, Solutions Engineering – Commercial, Site Security

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 .

Site security is the fastest-growing segment within Skydio's commercial business, and we are building a new market category in autonomous site security. We are hiring the Solutions Engineering leader for this team. You will lead quota-carrying Solutions Engineers dedicated to site security customers, partnering directly with Account Executives on territory, along with a Site Security Solutions Specialist who brings deep domain expertise to the team's most complex pursuits. You own your team's number, the technical sales motion behind it, and the people who deliver it. Your mandate is to build a team that wins consistently, forecasts accurately, and scales with the segment as it grows, carrying customers from a first site into fleet-wide security programs. This is a remote role. Travel of up to 60% is required to support customer engagements, POCs, site assessments, team field activities, and company events. This role reports to the Director, Solutions Engineering – Commercial.

The Commercial Solutions Engineering team is the technical authority behind every commercial engagement. We sit between the customer and the product: running technical discovery, designing solutions, executing paid dock trials, and carrying customers from a first site through fleet-wide rollout. The Site Security team is the growth engine of Commercial. Its Solutions Engineers focus exclusively on security buyers — data centers, departments of corrections, military installations, corporate campuses, healthcare, manufacturing, and executive protection — and operate against a shared quota with their Account Executive counterparts. The team's Solutions Specialist provides deeper domain expertise across the team's pursuits. The team is measured on quota attainment, technical win rate, trial and proof of concept outcomes, program expansion, and the quality of requirements we push back into the product organization. Solutions Engineers work closely with Account Executives, Solutions Specialists, Deployment Engineers, and the Launch Team to support deal progression, customer confidence, successful deployments, and the long-term success of commercial UAS programs. How You’ll Make an Impact Lead the team Hire, develop, and retain a team of quota-carrying Site Security Solutions Engineers and a Site Security Solutions Specialist; own ramp, enablement, and career progression. Scale the team ahead of segment growth: plan headcount against pipeline and approved AE-to-SE coverage ratios, and build a hiring profile that brings in security-fluent technical sellers. Own team performance against quota. Run regular pipeline and deal reviews, coach on security-focused discovery, solution design, demos, and trial execution, and hold the team to a high bar on technical win rate. Manage territory and account alignment between SEs and Account Executives, and balance workload so coverage stays strong as demand increases. Define how the team engages the Specialist: when to pull them in, how to brief them, and how work hands back to the account SE, so specialist time goes to the deals where deep domain expertise decides the outcome. Develop people beyond the seat they are in, including career paths, promotion cases, and succession inside your team. Drive technical wins Partner with security sales leadership on forecasting, deal strategy, and pipeline health; own the technical forecast for your team and call risk early. Personally engage on strategic and category-defining