Why This Job is Featured on The SaaS Jobs
This Drone Solutions Specialist role stands out in the SaaS ecosystem because it sits at the intersection of software, connected hardware, and field execution. The listing points to a platform approach, where product value is proven through real-world demonstrations and deployments rather than purely through slideware. That blend is increasingly common in modern SaaS categories that extend beyond the browser into operational environments.
From a career standpoint, the position builds durable SaaS go to market skills around technical selling, pipeline hygiene, and forecast discipline, while also sharpening the craft of translating complex capabilities into customer outcomes. The emphasis on partnering with core sales and feeding market insight back into product mirrors how many SaaS companies refine positioning and roadmap, making the experience portable across solution consulting, sales engineering, and specialist overlay paths.
The role is best suited to professionals who prefer being customer facing and are comfortable owning live demos and travel heavy schedules. It fits someone who enjoys acting as a subject matter bridge between product and revenue teams, and who wants measurable responsibility in a quota carrying seat without moving into people management.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
Who is Flock?
Flock Safety is the leading safety technology platform, helping communities thrive by taking a proactive approach to crime prevention and security. Our hardware and software suite connects cities, law enforcement, businesses, schools, and neighborhoods in a nationwide public-private safety network. Trusted by over 5,000 communities, 4,500 law enforcement agencies, and 1,000 businesses, Flock delivers real-time intelligence while prioritizing privacy and responsible innovation.
We’re a high-performance, low-ego team driven by urgency, collaboration, and bold thinking. Working at Flock means tackling big challenges, moving fast, and continuously improving. It’s intense but deeply rewarding for those who want to make an impact.
With nearly $700M in venture funding and a $7.5B valuation, we’re scaling intentionally and seeking top talent to help build the impossible. If you value teamwork, ownership, and solving tough problems, Flock could be the place for you.
The Opportunity
Are you a self-motivated, drone expert and established sales professional who wants to make money selling an innovative technology while also solving crime? If you thrive in a competitive, fast-paced, and mission-driven environment, this is a game-changing opportunity for you. Flock is looking to add a Drone Solutions Specialist to our growing aviation team. This person will play a key role in helping the company grow, focusing on a growth market, owning demonstrations, partnering with the GTM team, and supporting closing deals. The position requires travel 60% during peak seasons.
This is an individual contributor role that reports directly to our Director of Solution Specialists. This position will be quota carrying and has the opportunity to make commission on a quarterly basis tied to that individual quota for DFR.
This is a 100% remote field sales opportunity.
How you'll make an impact:
Sales & Forecasting: Work closely with existing sales teams to work opportunities from start to finish ensuring you help the customer make the product decision. Continuously keeping a pulse on the pipeline, maintaining accurate records of sales activities, and providing forecasts to management.
New Business Development: Identify and pursue net new DFR opportunities for new business with prospective clients, understanding their requirements and proposing appropriate technology solutions.
Conduct Virtual and In-Person DFR Demonstrations: Support the existing sales team by being a DFR SME and adding value to their sales process. Cross functional collaboration is a must to help negotiate terms and ensure a successful deployment.
Market Research and Analysis: Stay updated on industry trends, competitors, and market developments, providing insights to inform sales strategies and product development.
Cross-functional Collaboration: Work closely with other teams such as sales, marketing, product development, and customer support to ensure alignment in messaging, product offerings, and customer satisfaction.
Continuous Learning and Skill Development: Stay updated on advancements in technology and sales techniques, continuously improving knowledge and skills to remain competitive in the industry.
Education of Flock’s entire product suite, understanding how all of our products work together cohesively in the ecosystem, knowing our goal is to enable customers to solve crimes faster and more efficiently, and be able to relay that to customers.
Attend Events: Represent Flock at DFR events, industry conferences, internal events with customers.
The Skillset
Self-starter mentality with a willingness to learn, take initiative, and produce results
Technical product or software experience (SaaS) is a plus
Strong presentation and demonstration skills
Energized by solving customer's problems- e.g. consultative sales approach
Enjoy working in a fast paced, data-driven sales environment
Startup experience a plus
Feeling uneasy that you haven’t ticked every box? That’s okay, we’ve felt that way too. Studies have shown women and minorities are less likely to apply unless they meet all qualifications. We encourage you to break the status quo and apply to roles that would make you excited to come to work every day.
90 Days at Flock
We are a results-oriented culture and believe job descriptions are a thing of the past. We prescribe to 90 day plans and believe that good days, lead to good weeks, which lead to good months. This serves as a preview of the 90 day plan you will receive if you were to be hired in this role at Flock Safety.
The First 30 Days
Feel comfortable demo’ing Flock Aerodome platform and supporting sales team in customer meetings/calls
Thorough review of the DFR strategy
Understand internal Flock processes
Attend a fly day, in-person virtual demo, and virtual demo
Completed training and onboarding requirements
The First 60 Days
Signed off to be customer facing doing demos, Flock forums, etc
Supporting DFR deals and adding value to the sales team
Adding value to the product team, giving feedback on competitive landscape, where we need to improve
Help to drive the Flock sales team in understanding DFR and our strategy, helping them close deals
You’ve met the entire team listed above
Start contributing to the DFR goals / logos won
90 Days & Beyond
OKR’s have been established for Q2 2025
Mastered the pitch and objection handling
Driving pipeline & helping sales win product decision with their customers
Increase win rate for DFR 30%
The Interview Process
We want our interview process to be a true reflection of our culture: transparent and collaborative. Throughout the interview process, your recruiter will guide you through the next steps and ensure you feel prepared every step of the way.
Our First Chat: During this first conversation, you’ll meet with a recruiter to chat through your background, what you could bring to Flock, what you are looking for in your next role, and who we are.
The Hiring Manager Interview: You will meet with your potential future boss to really dive into the role, the team, expectations, and what success means at Flock. This is your chance to really nerd out with someone in your field.
The Technical Assessment: Our technical assessments seek to test the hard skills required to do the job. Engineers may find themselves in coding interviews or architecture discussions, sales roles may present mock discovery calls, and leadership roles may craft 90 day plans. Your recruiter will inform you of which assessment you will be assigned and ensure you are fully prepared for your big day.
The Panel: Learn more about the team, responsibilities, and workflows. You should be prepared to speak about past projects, how you collaborate and communicate with others, and how you live our values. Depending on the team and role you are interviewing for, you may meet with several teammates as well as cross-functional partners.
The Executive Review: A chance to meet an executive and view Flock from a different lens. Be prepared to ask well-thought-out questions about the company, culture, and more.
Compensation & Equity
This role offers a total compensation package that includes:
Base Salary: $150,000 annually
Commission: Target commission of $100,000 annually, based on performance
Equity: Stock options in Flock Safety
The final base salary will be determined based on your relevant experience, education, and market benchmarks. Your recruiter will provide a detailed overview of the compensation and equity package during your initial conversation.
The Perks
🌴Flexible PTO: We seriously mean it, plus 11 company holidays.
⚕️Fully-paid health benefits plan for employees: including Medical, Dental, and Vision and an HSA match.
👪Family Leave: All employees receive 12 weeks of 100% paid parental leave. Birthing parents are eligible for an additional 6-8 weeks of physical recovery time.
🍼Fertility & Family Benefits: We have partnered with Maven, a complete digital health benefit for starting and raising a family. Flock will provide a $50,000-lifetime maximum benefit related to eligible adoption, surrogacy, or fertility expenses.
🧠Spring Health: Spring Health offers a variety of mental health benefits, including therapy, coaching, medication management, and digital tools, all tailored to each individual's needs.
💖Caregiver Support: We have partnered with Cariloop to provide our employees with caregiver support
💸Carta Tax Advisor: Employees receive 1:1 sessions with Equity Tax Advisors who can address individual grants, model tax scenarios, and answer general questions.
💚ERGs: We want all employees to thrive and feel like they belong at Flock. We offer four ERGs today - Women of Flock, Flock Proud, LEOs and Melanin Motion. If you are interested in talking to a representative from one of these, please let your recruiter know.
💻WFH Stipend: $150 per month to cover the costs of working from home.
📚Productivity Stipend: $250 per year to use on Audible, Calm, Masterclass, Duolingo, Grammarly and so much more.
🏠Home Office Stipend: A one-time $750 to help you create your dream office.
If an offer is extended and accepted, this position requires the ability to obtain and maintain Criminal Justice Information Services (CJIS) certification as a condition of employment. Applicants must meet all FBI CJIS Security Policy requirements, including a fingerprint-based background check.
Flock is an equal opportunity employer. We celebrate diverse backgrounds and thoughts and welcome everyone to apply for employment with us. We are committed to fostering an environment that is inclusive, transparent, and collaborative. Mutual respect is central to how Flock operates, and we believe the best solutions come from diverse perspectives, experiences, and skills. We embrace our differences and know that we are stronger working together.
If you need assistance or an accommodation due to a disability, please email us at recruiting@flocksafety.com. This information will be treated as confidential and used only to determine an appropriate accommodation for the interview process.
At Flock Safety, we compensate our employees fairly for their work. Base salary is determined by job-related experience, education/training, as well as market indicators. The range above is representative of base salary only and does not include equity, sales bonus plans (when applicable) and benefits. This range may be modified in the future. This job posting may span more than one career level.
Flock Safety is aware of fraudulent individuals and agencies falsely claiming to represent our company. All legitimate communication from Flock Safety will come from an email address ending in @flocksafety.com. We do not make job offers through messaging apps, social platforms, or unauthorized third parties, and we will never request payment or sensitive personal information during the hiring process. If you encounter suspicious outreach related to a Flock Safety role, please report it to recruiting@flocksafety.com
