POSITION SUMMARYThe Territory Sales Executive is responsible for driving profitable revenue growth through the acquisition of new customers and expansion within an assigned territory. This role is primarily focused on identifying, pursuing, and winning net new business opportunities within Beacon EmbeddedWorks target markets, including Aerospace & Defense, Medical, Industrial, and other highly regulated industries.
The successful candidate is a proven sales hunter with a strong track record of building territories, creating opportunities where none existed, developing executive-level relationships, and consistently exceeding revenue objectives. This individual thrives on prospecting, uncovering customer challenges, positioning differentiated solutions, and converting opportunities into long-term customer partnerships.
Reports to: Vice President of Global Sales
Location: Remote - Located in Southeastern U.S. (Alabama, Georgia, Florida, Carolinas)Starting Salary Information: $100,000 plus commission incentives
JOB RESPONSIBILITIESSupervisory Responsibilities- This is an individual contributor role and will not have direct supervision responsibilities
Essential Responsibilities for this role- Own and execute a territory growth strategy focused on acquiring net new customers and expanding Beacon's market presence
- Prospect, identify, qualify, and develop new business opportunities through outbound sales activities, networking, referrals, industry events, and strategic account targeting
- Consistently build and maintain a healthy sales pipeline capable of achieving and exceeding quota objectives
- Develop relationships with executive, engineering, procurement, operations, and program leadership stakeholders within target accounts
- Lead the entire sales cycle from prospecting and discovery through proposal development, negotiation, and contract award
- Create and execute territory and account penetration plans that drive measurable revenue growth
- Uncover customer business challenges and align Beacon's solutions to deliver measurable business value
- Drive competitive displacement opportunities and position Beacon as a preferred strategic partner
- Collaborate with engineering, product management, program management, and operations teams to ensure successful pursuit and onboarding of new customers
- Accurately forecast opportunities, revenue, and pipeline activity through the CRM system
- Maintain a deep understanding of industry trends, competitive offerings, customer initiatives, and emerging market opportunities
- Achieve or exceed assigned bookings, revenue, gross margin, and strategic growth objectives
- Represent Beacon at industry events, trade shows, customer meetings, and networking functions
- Travel regularly within the assigned territory to develop customer relationships and drive business growth
Essential Responsibilities of all Beacon EmbeddedWorks employees- Support, demonstrate and drive our core values
- Lead, don't follow
- Consistently deliver
- Never stand still
- Create relationships not transactions
- Interact positively and professionally with all employees and customers
- Maintain reliable attendance
- Perform work safely and adhere to all safety requirements
- Complete required training as scheduled
- Perform other duties as assigned
JOB QUALIFICATIONSRequired Qualifications- 5+ years of successful B2B sales experience selling embedded computing, electronic systems, hardware or technology solutions into the Aerospace & Defense market
- Bachelor's degree in Engineering or related field with corresponding technical aptitude and experience
- Proven success growing a territory, developing new accounts, and consistently achieving or exceeding sales quotas
- Strong sales hunting mentality with experience prospecting, qualifying, and closing complex opportunities
- Demonstrated ability to develop executive-level customer relationships and influence key decision-makers
- Strong business acumen with the ability to identify customer pain points and build compelling value propositions
- Experience managing complex sales cycles that involve multiple stakeholders and technical evaluations
- Excellent negotiation, presentation, and communication skills
- Strong organizational and pipeline management capabilities
- Ability to operate independently while collaborating effectively across functional teams
- Proficiency with CRM systems and Microsoft Office applications
- Must be located within close proximity to a major metropolitan area
- Located in Southeastern U.S. (Alabama, Georgia, Florida, Carolinas)
Preferred Qualifications- Experience selling into Tier 1 OEMs, government entities, aerospace, or defense manufacturers; familiarity with government, aerospace, defense procurement processes
- Demonstrated success opening and growing new territories
- Formal sales management training (e.g. Sandler, Challenger, MEDDIC)
Physical DemandsThe physical demands and work environment described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- While performing the duties of this job, the employee is regularly required to use hands and fingers to handle, feel, or operate objects, tools or controls, and reach with hands and arms
- Specific vision abilities required by this job include close vision, and ability to adjust focus
- The employee may occasionally lift and/or move up to 25 pounds
- While performing the duties of this job, the employee is regularly required to work at a computer/laptop, including but not limited to use of keyboard, mouse and monitors
Work Environment- The noise level in the work environment is usually quiet, like that of an office setting
- The noise level in the manufacturing area is moderate
- Willingness to travel up to 50% to support territory development and customer engagement
Work Authorization- The candidate must meet the definition of "US Person" under ITAR/EAR regulations
Position Type/Expected Hours of Work- This is a full-time, remote position located in Southeastern U.S. (Alabama, Georgia, Florida, Carolinas)
- Typical days and hours of work are Monday through Friday, 8am-5pm, but does allow for some flexibility
- It may be necessary to work more than 40 hours per week at times to produce the required results
Salary Description
$100,000 + commission
