In this role, you will focus on finding and closing deals with a select group of top manufacturers. These companies make decisions that involve teams across manufacturing, welding, quality, operations, safety, IT, finance, and leadership. You will create account strategies, build trust both on the shop floor and in the boardroom, and guide deals from the first plant tour to a signed order.
Deals are typically worth millions and often lead to expansion across multiple sites.
What You'll Do- Manage a specific enterprise territory. Your job includes creating and carrying out account plans for a few large manufacturers, mapping opportunities across different plants, business units, and product lines.
- Own the entire sales process. This includes finding prospects, qualifying leads, working with Solutions Engineering to define needs, building the business case, negotiating, and closing deals all the way to a signed order and funded deployment.
- Build the business case by turning data like throughput, labor, scrap, rework, and cycle time into an ROI model that plant managers trust and CFOs approve.
- Work with a large buying committee, connecting with everyone from the shop floor to top executives. Find the key decision maker early and manage supporters, blockers, and the complex procurement process typical of Fortune 500 companies.
- Negotiate commercial terms, working with GTM Ops on pricing, deployment milestones, acceptance criteria, performance metrics, and multi-cell rollouts. You should be able to handle most terms without needing to escalate every detail.
Who You Are- 8+ years of enterprise B2B sales with a consistent record of carrying and hitting a quota on complex, long-cycle deals.
- Proven Seven-Figure Deal Experience: Demonstrated track record of personally creating, managing, and closing complex $1M+ enterprise opportunities, with experience navigating long, multi-stakeholder sales cycles.
- A background in capital equipment or automation is important. This could include robotics, machine tools, industrial automation, capital projects, or Robotics-as-a-Service-anything that involves implementation, an acceptance process, and a payback period.
- You are able to think strategically even when things are unclear. You know how to choose the best accounts, plan long-term relationships, and turn down deals that will not scale.
- Experience selling the RSaaS model - able to navigate complex conversations and overcome objections from enterprise customers with long histories of purchasing capital equipment.
- You do not need to be an engineer, but you should be comfortable discussing topics like cycle time, fixturing, part tolerance, and throughput. You should also know when to involve Sales Engineering.
- Enterprise Multi-Threading: Proven ability to build relationships and drive alignment across Engineering, Operations, Manufacturing, IT/Security, Procurement, Finance, Legal, and executive leadership, from the plant floor through the C-suite.
- Business-Case Ownership: Ability to translate operational challenges into a compelling financial and strategic business case, connecting labor, throughput, capacity, quality, and productivity improvements to measurable business outcomes and ROI.
- You have executive presence and can adapt to different settings. You are just as comfortable on a plant floor early in the morning as you are presenting a capital request in a boardroom later that day.
- Willingness to travel to customer sites, roughly half the time.
- You are comfortable working in a fast-growing environment where processes are still being developed, and you are expected to help shape them.
Extra credit- Knowledge of welding is a big plus. Experience with arc welding, weld quality and inspection, AWS standards, robotic weld cells, or selling welding equipment, consumables, or automation will help you succeed faster in this role.
- Experience selling to defense or government markets is valuable. This includes working with prime contractors, shipbuilders, or understanding the programs and contracts involved.
- Having a network of VPs of Manufacturing, Directors of Operations, and Heads of Automation you can reach out to right away is a strong advantage.
- Experience working at a Series D-stage company or similar, where you helped build an enterprise sales process from the ground up, is a plus.
Why You'll Love Working Here- Daily free lunch to keep you fueled and connected with the team
- Flexible PTO so you can take the time you need, when you need it
- Comprehensive medical, dental, and vision coverage
- 6 weeks fully paid parental leave, plus an additional 6-8 weeks for birthing parents (12-14 weeks total)
- 401(k) retirement plan through Empower
- Generous employee referral bonuses-help us grow our team!
