Welcome to the jungle logo
Skydio
Skydio

Senior Solutions Engineering Manager (State, Local, Educational (SLED) Top 1200)

Job summary
Permanent contract
United States of America
Fully-remote
Salary: $172K to 215K
Experience: > 5 years
Skills & expertise
Written and verbal communication
Segment
Databricks
ARM
Apply

Skydio
Skydio

Interested in this job?

Apply
Questions and answers about the job

The position

Job description

  • The SLED Solutions Engineering team is the technical arm of Skydio’s state and local go-to-market motion
  • We sit between the agency and the product: turning operational problems into program designs, proving capability in the field, and making sure Skydio’s products are used, integrated, and flown at scale
  • The team is measured on technical win rate, trial and proof of concept outcomes, program expansion, site assessment quality, and the requirements we push back into the product organization
  • Solutions Engineers are critical members of the Skydio organization and work closely with Key Account Leaders, Engineering, and Product to support deal progression, customer confidence, successful deployments, and the long-term success of Public Safety sUAS programs
  • Lead the team
  • Hire, onboard, coach, and retain your team, with clear ownership and coverage across the territories in your segment, and develop people beyond the seat they are in
  • Set the bar for technical quality — demos, trial plans, site assessments, and customer-facing documentation that hold up in front of a chief, a sheriff, or a city council
  • Own capacity across your segment. Decide where Solutions Engineering time goes, say no when it needs to be said, and make the tradeoffs visible to leadership
  • Drive technical wins
  • Own the technical win across the Top 1200 nationally, pairing one Solutions Engineer to each Key Account Leader
  • Serve as the senior technical escalation point on critical pursuits, deployments, and customer issues. Jump in and work the problem yourself, and be in the field when it matters
  • Partner with Sales leadership on pipeline, forecast, and account planning, and on the land-and-expand motion that turns a first dock into a citywide program
  • Own the Top 1200 problem set
  • Turn what works in Majors into something repeatable at volume. Demo standards, site assessment quality, and trial design are yours to systematize, and to structure so the segment can split regionally without relearning the motion
  • Own site assessment quality as a performance measure. Solutions Engineers are the DRI for verifying a dock location before deployment, and the quality of the resulting installation reflects on the team
  • Hold the bar on proofs of concept: structured deployments tied to an active opportunity with measurable operational value, not casual evaluations
  • Guide integration and airspace strategy — CAD and dispatch, video and evidence management, streaming platforms, BVLOS approvals, waivers, COAs, and docked operations
  • Maintain command of the public sector procurement path, including cooperative contracts, grant funded programs, and public sector buying cycles
  • Represent the customer inside Skydio
  • Be the aggregated voice of the customer to Product and Engineering. Turn field observations into prioritized, defensible requirements rather than a list of one-off asks
  • Build the enablement content, reference architectures, and reusable technical assets that let the team scale, and maintain first-hand product knowledge through frequent hands-on use

Preferred experience

  • A track record of hiring, onboarding, and developing technical people, and of keeping them
  • Prior public safety service as a sworn officer, firefighter, or agency UAS program lead
  • 1+ years leading a technical team, formally or as a technical lead with hiring and mentorship responsibility. First-time managers with a demonstrated record of leading and developing people will be considered
  • Working knowledge of Public Safety technologies, including CAD, VMS, and related software platforms, and the ability to lead integration discussions
  • Excellent written and verbal communication. You can brief an operator, a program manager, and a senior executive without changing the facts
  • Familiarity with grant funding pathways and cooperative purchasing vehicles used by state and local agencies
  • 5+ years of relevant technical experience, including time in a customer-facing technical role (solutions engineering, field engineering, or applications engineering)
  • Lead by example. Willing to do whatever is needed to get a customer situation resolved
  • Strong understanding of drone technology, Public Safety sUAS operations, and regulatory compliance, including Drone as First Responder concepts of operation and dock based remote operations
  • Track record of building and scaling a technical team through a period of rapid growth
  • Nice to Have
  • Comfort operating inside a Sales organization, including owning a quota, deal strategy, and the judgment to know when to commit technical resources and when to decline
  • Working knowledge of Salesforce, Palantir, Databricks, or equivalents
  • Experience standing up a Drone as First Responder program from waiver through go-live, and with dock-based, remote, and BVLOS operations at scale
  • Obtaining FAA Part 107 certification within the first 60 days of employment is strongly encouraged for all Skydio employees and required for certain positions

These job openings might interest you!

These companies are also recruiting for the position of “Engineering Disciplines”.

See all job openings
Apply