In this pivotal role, you'll deliver Nominal's vision of providing continuous testing to the industrial base, equipping engineers to deploy capability at scale, in the shortest time possible. You'll maintain direct ownership of large enterprise and strategic accounts, selling a modern software platform to hardware organizations. It'll be your role to communicate how our technology fits into their existing stack and helps them meet their critical testing outcomes. You will also be counted on to shape the early sales team and its culture.
About the role- Own the deal: Manage the full enterprise sales motion, including lead generation, opportunity / program qualification, negotiation, and closing, consistently moving deals through the pipeline and exceeding sales goals. Know and understand how to generate executive buy-in, end user excitement, financial buyer alignment, and IT & compliance / infosec sign-offs.
- Build the relationship: Cultivate industry relationships by meeting decision-makers where they're at: attend the niche manufacturing conference, host the executive dinner, or sponsor the right event. Maintain a finger on the pulse of the customer company strategy and how Nominal may fit into their priorities.
- Craft the strategy: Build account plans to target innovative, first-mover programs and business units before expanding across the enterprise. Understand the organizational structure and priorities. Identify internal champions who will evangelize the product and our team.
- Sell to an outcome: Deeply understand your customers' business and technical challenges, communicating Nominal's value proposition to C-level executives, testing managers and chief engineers, discipline engineers, systems architects & IT professionals, and finance teams. Help people see exactly how our tech helps them meet their goals. Artfully manage the politics and budgetary pressures / timelines at play with skill.
- Partner effectively: Access the knowledge of the team around you, pulling in the right engineers to share targeted demos, perform discovery, identify capability gaps, understand integration and deployability options, share compliance and infosec guidance, and more. Work with business operations and marketing to develop the right sales collateral to nail the tailored messaging.
- Maintain the forecast: Track opportunities with long lead times against quotas and company goals, manage a robust book of business, and provide accurate quarterly forecasts.
- Build the team: Nominal is in the early days of building out a sales team. Play a critical senior role in building the scalable sales engine, defining the sales strategy, and contributing to the sales culture. Have an owner's mindset across everything you do.
We're looking for someone with- Proven sales experience: 3+ years of experience in enterprise or strategic accounts closing seven-figure deals, ideally selling technical products to industrial companies.
- Solution seller: You thrive when it comes to complex solution selling and know how to pull together the right team across product, engineering, customer success, and more to get the job done.
- Technical fluency: You can speak confidently about the technical challenges organizations encounter in their day-to-day workflows, whether to systems architects & technical integrators or mechanical engineers. You may have even been in their shoes before.
- Relational master: You not only can build trusted, enduring relationships with customers, but you also intuitively understand and observe organizational dynamics and incentive structures.
- Industry experience: You're an experienced software seller of technical products; ideally in data, infrastructure, or industrial/manufacturing environments. You're comfortable navigating complex enterprise settings. You understand how these industries operate and can build trusted relationships quickly.
- Dynamic leader & team player: You're a natural at leading and lifting those around you with a mix of humility, eagerness to learn, and empathy. You're excited to be an integral part of an early sales team. You have coached others in the enterprise sales motion.
- Ready to roll: Need to travel to close a deal? No problem. You're ready to be where the action is, anywhere, anytime.
Skills that supercharge us- Sales technology fluency: Experience with leading CRM systems (e.g., HubSpot, Salesforce), productivity or enrichment tools (e.g., LinkedIn Sales Navigator, ZoomInfo, Common Room, Slack, Notion), and utilizing AI to create high-quality account research.
- Product familiarity: Experience with data management and infra tools, such as AWS, Azure, Databricks, Datadog, Snowflake, MATLAB, and Grafana.
- Data engineering proficiency: Knowledge of SQL, Python, Pandas, Influx, Timescale. Familiarity with Spark, Arrow, Kafka, Beam, and Flink.
- Technical background or degree: Background in mechanical engineering or heavy industry
Benefits/Perks- 100% coverage of medical, dental, and vision insurance
- Unlimited PTO and sick leave
- Free lunch, snacks, and coffee
- Professional development stipend
- Annual company retreat
