What you will do-

This role is a strategic business development and sales leadership position responsible for driving Aspen Aerogels' growth within the North American Battery Energy Storage Systems (BESS) market. The successful candidate will own revenue, bookings, gross margin, and new customer acquisition targets while expanding Aspen's presence with utility-scale and commercial energy storage customers.

The individual will focus on developing new business relationships with BESS system integrators, battery manufacturers, EPC firms, developers, asset owners, and other key industry stakeholders. Working closely with engineering, safety, procurement, operations, and executive teams, they will lead complex, long-cycle sales opportunities from prospecting and qualification through contract execution and production.

This role requires a proven track record of building new markets and growing strategic accounts in technical industries such as battery energy storage, engineered materials, or related energy technologies. The ideal candidate combines strong commercial acumen with technical credibility, enabling effective engagement with engineers, safety professionals, and executive decision-makers. Experience in utility-scale BESS, energy storage safety standards, and established industry relationships are highly valued.

Success in this position will be measured by the ability to generate new revenue, build a robust sales pipeline, win strategic accounts, and accelerate Aspen Aerogels' adoption as a preferred solution provider in the rapidly growing energy storage market. Travel throughout the United States and Canada (approximately 40-50%) is required.

How will you do it-

• Adopt and follow Aspen's core values -We do the right thing, We are problem solvers, We are allies and We drive forward.
• Own and deliver the North American BESS revenue, bookings, gross-margin, and new-customer objectives established in Aspen's annual operating plan.
• Build new business with utility-scale and large commercial and industrial BESS system integrators, battery and module suppliers, developers, EPCs, asset owners, and other organizations that influence material selection and system design.
• Personally prospect, open, and advance priority accounts, creating access to product engineering, safety, compliance, procurement, operations, and executive decision makers.
• Create and execute focused account and opportunity plans that identify the customer need, decision authority, competitive position, technical and commercial requirements, timing, value, and actions required to win.
• Build and maintain a qualified pipeline sufficient to support the forward revenue plan, with accurate opportunity stages, forecasts, close plans, and risk assessments in CRM.
• Coordinate cross-functional teams to move opportunities from qualification through contracting and production, while providing concise executive updates on revenue potential, customer decisions, risks, resources, and next actions.

Why you are right for the job-

Required

• 5+ years of progressive sales
• 3+ business development experience in BESS battery systems, engineered materials, or a closely related technical market.
• Demonstrated record of meeting or exceeding revenue or new-business targets in a complex, long-cycle sales environment.
• Track record accelerating a new or emerging segment where strategy existed but account ownership, evidence, and qualification work required orchestration
• Ability to build new accounts and create access to technical, commercial, procurement, and executive decision makers.
• Strong technical credibility with engineers and safety professionals, combined with the ability to communicate economic value and commercial urgency to executives.
• Strong written executive communication, opportunity prioritization, and cross-functional leadership
• Willingness to travel approximately 40-50% across the United States and Canada.

Preferred

• Direct experience with utility-scale or large commercial BESS systems, battery modules, containerized energy storage, or engineered safety solutions.
• Relationships with major North American BESS integrators, battery suppliers, developers, EPCs, testing organizations, insurers, owners, or risk engineers.
• Working knowledge of UL 9540 and UL 9540A, NFPA 855, AHJ requirements, fire-protection engineering, or system safety qualification.
• Engineering or advanced degree, MBA is helpful but not required.

What to expect-

Physical Demands and Work Environment:

• Frequently required to sit, use a computer, and communicate via phone, video conference, and in-person meetings.
• Frequently required to stand and walk during customer visits, trade shows, conferences, and facility tours.
• Frequently required to utilize hand and finger dexterity for computer and mobile device use.
• Occasionally required to climb stairs, bend, reach, or maneuver through customer, manufacturing, testing, or construction environments.
• Must be able to travel approximately 40-50% throughout the United States and Canada, including air and ground travel.
• Occasionally exposed to manufacturing plants, testing laboratories, battery production facilities, construction sites, utility installations, and outdoor environments.
• Occasionally exposed to varying weather conditions during customer site visits and industry events.
• May occasionally be exposed to moving mechanical equipment, industrial noise, dust, or other site-specific conditions when visiting customer or company facilities.
• Regularly required to carry laptop computers, sales materials, product samples, and luggage.
• Must occasionally lift and/or move up to 25 pounds.
• The noise level in the work environment is typically moderate in office settings and may occasionally be loud during manufacturing, construction, or industrial site visits.

The above is intended to describe the general content of and requirements for the performance of this job. It is not to be construed as an exhaustive statement of duties, responsibilities or physical requirements. Nothing in this job description restricts management's right to assign or reassign duties and responsibilities to this job at any time. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

PERKS OF JOINING OUR TEAM!

Aspen is committed to offering a comprehensive benefits package, a positive and productive work environment, encouraged work/life and family balance, and opportunities for growth and development, in a culture that is focused on inclusion, sustainability, and working together to solve the world's toughest challenges.

Aspen is proud to offer a competitive benefits package including Medical, Dental, Vision, Tuition Reimbursement, Paid Holidays, Sick Time, and PTO. In addition, we also offer 401k Employer Match, Life and Disability Insurance, and other benefits.

Expected Compensation: Between $150,000 and $180,000 USD/year based on experience. Sales bonus eligibility.