{"id":1932854,"url":"https://alion.io/job/skydio-senior-manager-solutions-engineering-commercial-site-security","title":"Senior Manager, Solutions Engineering - Commercial, Site Security","company":{"id":6786,"name":"Skydio","domain":"skydio.com","url":"https://alion.io/company/skydio","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Ashby","truth_index":{"grade":"B","score":72,"open_postings":24,"ghost_share":0,"stale_share":0.917,"repost_share":0,"time_to_fill_p50_days":65,"computed_at":"2026-10-29T05:49:05Z"}},"role":"Solutions","role_family":"Solutions","seniority":"senior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"posting_text","remote_working_hours":null,"hiring_geo_confidence":"explicit","locations":[],"countries":[],"hiring_countries":["US"],"hiring_countries_total":1,"salary":{"min":215000,"max":270000,"currency":"USD","period":"year","gross":null,"usd_annual":270000},"salary_estimate":null,"experience_years_min":null,"visa_sponsorship":false,"relocation_package":false,"has_equity":true,"technologies":[{"name":"Computer Vision","optional":false},{"name":"Databricks","optional":true},{"name":"Jira","optional":true}],"status":"live","first_seen_at":"2026-10-05T22:18:58Z","employer_posted_date":"2026-10-05","last_verified_at":"2026-10-29T11:15:42Z","board_verified":true,"closed_at":null,"days_open":23,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":23},"description":"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.\nAbout the Role\nSite 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.\nThis is a remote role. Travel of up to 60% is required to support customer engagements, POCs, site assessments, team field activities, and company events.\nThis role reports to the Director, Solutions Engineering - Commercial.\nAbout the Team\nThe 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.\nThe 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.\nThe 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.\nHow You’ll Make an Impact\nLead the team\nHire, develop, and retain a team of quota-carrying Site Security Solutions Engineers and a Site Security Solutions Specialist; own ramp, enablement, and career progression.\n\nScale 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.\n\nOwn 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.\n\nManage territory and account alignment between SEs and Account Executives, and balance workload so coverage stays strong as demand increases.\n\nDefine 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.\n\nDevelop people beyond the seat they are in, including career paths, promotion cases, and succession inside your team.\n\nDrive technical wins\nPartner with security sales leadership on forecasting, deal strategy, and pipeline health; own the technical forecast for your team and call risk early.\n\nPersonally engage on strategic and category-defining pursuits where a leader's involvement changes the outcome, without becoming the bottleneck.\n\nEstablish 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.\n\nDrive 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.\n\nSupport executive briefings, customer summits, and category-defining content alongside Marketing and Product.\n\nBuild the site security problem technical practice\nWith 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.\n\nDefine standards for site assessment, RF and site-readiness planning, dock siting, and installation scoping; drive consistency across engagements to reduce project friction and rework.\n\nEquip 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.\n\nBuild scalable technical assets - reference architectures, demo environments and scripts, workflow documentation, and playbooks - that shorten ramp time for new Site Security SEs.\n\nRepresent the customer inside Skydio\nTranslate field requirements into PRDs and structured product input, with particular focus on AI and computer vision capability gaps that gate security buying decisions.\n\nAggregate feedback across your team's deals to give Product a clear, prioritized view of what security customers need to buy and expand.\n\nMaintain first-hand product knowledge through frequent hands-on use, sufficient to engage meaningfully with both customers and your own team.\n\nWhat Makes You a Good Fit\nPrior experience as a Solutions Engineer, Solutions Architect, Solutions Specialist, or equivalent technical pre-sales role in physical security, video surveillance, or critical infrastructure protection.\n\nDirect domain experience in corporate security, GSOC operations, law enforcement, corrections, or military base security is strongly preferred.\n\nDeep working knowledge of the physical security technology stack - VMS platforms, access control and PACS, perimeter intrusion detection, and video analytics.\n\nClear-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.\n\nExperience with dock-based or remotely operated UAS deployments, including site planning, networking, and RF considerations.\n\nComfort with enterprise security review processes - InfoSec questionnaires, cyber and penetration testing requirements, and on-premises deployment constraints.\n\nExcellent written and verbal communication, with the ability to present to a Chief Security Officer and a facilities engineer with equal credibility.\n\nDemonstrated people leadership: hiring, coaching, performance management, and standing up process in an ambiguous, fast-moving segment.\n\nLead by example. Willing to do whatever is needed to get a customer situation resolved.\n\nNice to Have\nExperience leading a specialist, overlay, or center-of-excellence team.\n\nTrack record of knowledge transfer: building enablement, documentation, or certification programs that raise the capability of a broader technical organization.\n\nDirect experience in data center security, corrections, or military installation security.\n\nFamiliarity with counter-UAS and airspace deconfliction considerations.\n\nWorking knowledge of Salesforce, Jira, Databricks, or equivalents.\n\nTrack record of building and scaling a technical team through a period of rapid growth.\n\nWhat Is Required\nFAA Part 107 Certificate, or the ability to obtain one within 60 days of hire.\n\nAbility to travel up to 60% to support customer engagements, team field activities, and company events.\n\nAbility to lift up to 60 lbs unaided.\n\nAbility to pass customer-required background screening for access to secure facilities.\n\nCompensation: At Skydio, our compensation packages for regular, full-time employees include competitive base salaries, equity in the form of stock options, and comprehensive benefits packages. Compensation will vary based on factors, including skill level, proficiencies, transferable knowledge, and experience. Relocation assistance may also be provided for eligible roles. The annual base salary range for this position is $215,000 - $270,000*. Fundamentally, we believe that equity is the key to long-term financial growth, and we ensure all regular, full-time employees have the opportunity to significantly benefit from the company's success. Regular, full-time employees are eligible to enroll in the Company’s group health insurance plans. Regular, full-time employees are eligible to receive the following benefits: Paid vacation time, sick leave, holiday pay and 401K savings plan. This position and all associated benefits are subject to applicable federal, state, and local laws, as well as the Company’s policies and eligibility criteria.\n*Compensation for certain positions may vary based on the position’s location.\nAt Skydio we believe that diversity drives innovation. We have created a multidisciplinary environment that embraces the power of diverse perspectives to create elegant solutions for complex problems. We are committed to growing our network of people, programs, and resources to nurture an inclusive culture.\nQualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or other characteristics protected by federal, state or local anti-discrimination laws.\nFor positions located in the United States of America, Skydio, Inc. uses E-Verify to confirm employment eligibility. To learn more about E-Verify, including your rights and responsibilities, please visit https://www.e-verify.gov/","description_format":"text","description_chars":10370,"description_truncated":false,"requirements":{"experience_years_min":null,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":{"level":"phd","optional":false},"security_clearance":false,"languages":[]},"benefits":["401k plan","Company events","Equity","Health insurance","Relocation assistance","Stock options"],"hiring_locations":[{"name":"United States","iso":"US","kind":"country"}],"hiring_excludes":[],"relocation_offered":true,"industries":["Drones & UAVs","Computer Vision","Military Drones","Drone AI"],"lifecycle":[{"event":"open","at":"2026-10-05T22:30:05Z"}],"visa":[{"country":"US","licensed_sponsor":true,"evidence":"H-1B filings in 12 months: 34 · green card filings: 6","filings_12m":34,"filings_prev_12m":24,"green_card_filings_12m":6,"median_offered_wage_usd":198500,"route":null,"cap_exempt":false,"checked_at":"2026-10-15T11:24:14+00:00","sources":["US Department of Labor: LCA disclosure data (H-1B, H-1B1, E-3)","US Department of Labor: PERM disclosure data (green cards)"],"filings_for_role_12m":0}],"liveness":{"score":55,"band":"ok","label":"Likely open","p_open":1,"p_active":0.616,"p_room":0.9,"age_days":23,"expected_fill_days":65,"reasons":["conf:2","stale_co","velocity","win:mid","comp:brand"],"computed_at":"2026-10-29T05:49:05Z"},"pay":{"stated_usd_annual":270000,"is_top_pay":true},"html_url":"https://alion.io/job/skydio-senior-manager-solutions-engineering-commercial-site-security","json_url":"https://alion.io/job/skydio-senior-manager-solutions-engineering-commercial-site-security.json","meta":{"generated_at":"2026-10-29T13:49:58Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":20791,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-30T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":6786},"rest":"https://alion.io/mcp/rest/get_company?id=6786"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fskydio-senior-manager-solutions-engineering-commercial-site-security"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fskydio-senior-manager-solutions-engineering-commercial-site-security"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fskydio-senior-manager-solutions-engineering-commercial-site-security"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/skydio-senior-manager-solutions-engineering-commercial-site-security\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fskydio-senior-manager-solutions-engineering-commercial-site-security"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":1932854}},{"tool":"search_jobs","arguments":{"company":"skydio.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":1932854},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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