Senior Manager, Solutions Engineering – Commercial, Site Security

Role overview

This leadership role owns the technical sales motion for a fast-growing site security segment within the commercial business of an autonomous drone platform. The mission is to build, scale, and lead a team of quota-carrying solutions engineers who move customers from a first deployed site into fleet-wide security programs. The position reports to the Director of Solutions Engineering for Commercial and requires up to 60 percent travel.

Responsibilities

- Hire, develop, and retain a team of solutions engineers and a specialist focused exclusively on security buyers, owning ramp, enablement, and career progression. - Plan headcount ahead of segment growth against approved AE-to-SE coverage ratios and pipeline. - Own team performance against quota through pipeline and deal reviews, coaching on discovery, solution design, demos, and trial execution. - Manage territory and account alignment with account executives, balancing workload as demand increases. - Define how the team engages the solutions specialist so deep domain expertise is applied where it most changes deal outcomes. - Partner with security sales leadership on forecasting, deal strategy, and pipeline health, calling risk early. - Personally engage on strategic, category-defining pursuits without becoming the bottleneck. - Set and hold the bar on technical quality across demos, trial plans, site assessments, and customer-facing documentation.

Requirements

- Proven track record leading solutions engineering or pre-sales technical teams, ideally in security, drones, robotics, or other hardware-driven categories. - 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. - Experience building and scaling a technical team through rapid growth. - FAA Part 107 certification, or the ability to obtain one within 60 days of hire, is required. - Ability to travel up to 60 percent and lift up to 60 pounds unaided. - Ability to pass customer-required background screening for access to secure facilities.

Benefits and work setup

- Remote role with required travel for customer engagements, POCs, site assessments, team field activities, and company events. - Base salary range of $215,000 to $270,000 plus equity in the form of stock options, comprehensive health benefits, paid vacation, sick leave, holiday pay, and a 401(k) plan.