Senior Manager, Solutions Engineering – State, Local, Educational (SLED) Corrections and Campus Security

Role overview

This is a player-coach leadership role building a new Solutions Engineering function from the ground up for state, local, and educational (SLED) corrections and campus security customers of an autonomous drone platform. The mission is to stand up a national practice, set the technical quality bar, and serve as the senior technical escalation point for the highest-stakes pursuits. The role reports to the Director of Solutions Engineering and carries roughly 30 percent travel for customer engagements and field work.

Responsibilities

- Hire, onboard, coach, and retain a team of solutions engineers covering the corrections and campus security segment nationally. - Set and enforce technical quality standards for demos, trial plans, site assessments, and customer-facing documentation. - Own the technical win rate across corrections and campus pursuits, personally engaging on critical escalations and in the field when needed. - Partner with sales leadership on pipeline, forecasting, account planning, and the land-and-expand motion that grows single-site wins into citywide programs. - Build the playbook, reference architectures, and discovery motions for both problem sets, which currently share only a perimeter security posture. - Maintain command of public sector procurement, including cooperative contracts, grant-funded programs, and BVLOS approvals, COAs, and waivers. - Serve as the directly responsible individual for site assessment quality, ensuring dock installations meet operational standards. - Represent the customer inside the product organization, pushing requirements back from the field.

Requirements

- Established track record leading solutions engineering or pre-sales technical teams, ideally in public safety, drones, robotics, or adjacent hardware-heavy categories. - Direct experience with corrections operations, campus security, or comparable public safety environments. - Familiarity with integrating drone or sensor platforms with CAD, dispatch, video and evidence management systems, and streaming platforms. - Knowledge of grant funding pathways and cooperative purchasing vehicles used by state and local agencies. - Comfort with tools such as Salesforce, Palantir, Databricks, or equivalents. - History of building and scaling a technical team through a period of rapid growth. - Ability to travel approximately 30 percent and lift up to 60 pounds unaided. - FAA Part 107 certification, or the ability to obtain one within 60 days of hire, is required.

Benefits and work setup

- Remote role with required travel for customer engagements, deployments, team onsites, and company events. - Base salary range of $172,000 to $215,000 plus commission, with equity, comprehensive health benefits, paid vacation, sick leave, holiday pay, and a 401(k) plan.