Note: The job is a remote job and is open to candidates in USA. Skydio is a leading autonomous drone company focused on artificial intelligence, hardware, and software for aerial mobility and commercial applications. The Senior Manager will lead the Site Security Solutions Engineering team, owning quota performance, technical sales execution, hiring, coaching, forecasting, and team growth. The role also develops security-focused technical practices, supports strategic customer pursuits, and translates customer requirements into product input.
Responsibilities
- 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
- 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 pursuits where a leader's involvement changes the outcome, without becoming the bottleneck
- Establish a repeatable technical sales motion for priority sub-segments — data centers, departments of corrections, and military installations — and extend it into corporate campuses, healthcare, manufacturing, and executive protection
- Drive expansion by ensuring trials convert and first deployments grow into multi-site and fleet-wide security programs, in partnership with Deployment Engineering and the Launch Team
- Support executive briefings, customer summits, and category-defining content alongside Marketing and Product
- With your Specialist, build and maintain Skydio's security technical playbook — patrol and detection zone design patterns, alarm and event-triggered response concepts of operation, operator handoff into existing GSOC procedures, and reference architectures by sub-segment — and make sure every SE on the team can run it
- Define standards for site assessment, RF and site-readiness planning, dock siting, and installation scoping; drive consistency across engagements to reduce project friction and rework
- Equip the team to handle integration conversations with VMS, access control, and third-party AI and computer vision platforms, and guide enterprise security reviews, InfoSec questionnaires, and on-premises deployment requirements
- Build scalable technical assets — reference architectures, demo environments and scripts, workflow documentation, and playbooks — that shorten ramp time for new Site Security SEs
- Translate field requirements into PRDs and structured product input, with particular focus on AI and computer vision capability gaps that gate security buying decisions
- Aggregate feedback across your team's deals to give Product a clear, prioritized view of what security customers need to buy and expand
- Maintain first-hand product knowledge through frequent hands-on use, sufficient to engage meaningfully with both customers and your own team
Skills
- 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
- Deep working knowledge of the physical security technology stack — VMS platforms, access control and PACS, perimeter intrusion detection, and video analytics
- 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
- 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, with the ability to present to a Chief Security Officer and a facilities engineer with equal credibility
- Demonstrated people leadership: hiring, coaching, performance management, and standing up process in an ambiguous, fast-moving segment
- FAA Part 107 Certificate, or the ability to obtain one within 60 days of hire
- Direct domain experience in corporate security, GSOC operations, law enforcement, corrections, or military base security is strongly preferred
- 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
Benefits
- Equity in the form of stock options
- Comprehensive benefits packages
- Relocation assistance may also be provided for eligible roles
- Regular, full-time employees are eligible to enroll in the Company’s group health insurance plans
- Paid vacation time
- Sick leave
- Holiday pay
- 401K savings plan
- This is a remote role
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