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Salary: USD 215,000 - 270,000 / annual
Skydio is the leading US autonomous drone company, serving defense, public safety, and enterprise customers. The Site Security segment is the fastest-growing part of Skydio's commercial business, and this role leads the Solutions Engineering team dedicated to this emerging market category.
You will manage a team of quota-carrying Solutions Engineers and a Site Security Solutions Specialist, owning team performance against revenue targets, technical win rates, and customer outcomes. Your responsibilities span three core areas:
**Team Leadership & Scaling**
Hire, develop, and retain quota-carrying Site Security Solutions Engineers and a Solutions Specialist. Plan headcount against pipeline and approved AE-to-SE coverage ratios. Own team ramp, enablement, and career progression. Run regular pipeline and deal reviews, coach on security-focused discovery and solution design, and hold the team to a high bar on technical win rate. Manage territory and account alignment between SEs and Account Executives. Develop people beyond their current seat, including promotion cases and succession planning.
**Technical Sales & Customer Wins**
Partner with security sales leadership on forecasting, deal strategy, and pipeline health. Personally engage on strategic, category-defining pursuits where leadership involvement changes outcomes. Establish repeatable technical sales motions for priority sub-segments: data centers, departments of corrections, military installations, corporate campuses, healthcare, manufacturing, and executive protection. Drive expansion by ensuring trials convert and first deployments grow into multi-site and fleet-wide programs. Support executive briefings and category-defining content.
**Technical Practice & Knowledge Building**
With your Specialist, build and maintain Skydio's security technical playbook covering patrol and detection zone design, alarm-triggered response concepts, operator handoff into GSOC procedures, and reference architectures by sub-segment. Define standards for site assessment, RF planning, dock siting, and installation scoping. Equip the team to handle VMS, access control, and third-party AI/computer vision integration conversations, plus enterprise security reviews and on-premises deployment requirements. Build scalable technical assets—reference architectures, demo environments, documentation, and playbooks—to shorten ramp time for new SEs. Translate field requirements into product input, with focus on AI and computer vision capability gaps that gate security buying decisions.
This is a remote role with up to 60% travel required to support customer engagements, POCs, site assessments, team field activities, and company events. The role reports to the Director, Solutions Engineering – Commercial.
**Requirements**
- 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
- Direct domain experience in corporate security, GSOC operations, law enforcement, corrections, or military base security (strongly preferred)
- Deep working knowledge of the physical security technology stack: VMS platforms, access control and PACS, perimeter intrusion detection, and video analytics
- Clear understanding of AI and computer vision capability boundaries in a security context; ability to have honest technical conversations with customers about detection and classification limitations
- Experience with dock-based or remotely operated UAS deployments, including site planning, networking, and RF considerations
- Comfort with enterprise security review processes: InfoSec questionnaires, cyber and penetration testing requirements, and on-premises deployment constraints
- Excellent written and verbal communication; ability to present to Chief Security Officers and facilities engineers with equal credibility
- Demonstrated people leadership: hiring, coaching, performance management, and process building in ambiguous, fast-moving segments
- FAA Part 107 Certificate, or ability to obtain one within 60 days of hire
- Ability to travel up to 60% to support customer engagements, team field activities, and company events
- Ability to lift up to 60 lbs unaided
- Ability to pass customer-required background screening for access to secure facilities
**Nice to Have**
- Experience leading a specialist, overlay, or center-of-excellence team
- Track record of building enablement, documentation, or certification programs
- 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 rapid growth
About Skydio
Defense / GovTech; Industrial — autonomous drones for defense, public safety, and enterprise.
