About the Role

Revenue Generation & Business Development

• Identify, prospect, and close new business opportunities within new and existing accounts in engineering and manufacturing markets
• Build and maintain a strong sales pipeline through outbound prospecting and strategic account development
• Expand relationships within accounts by aligning AI solutions to broader engineering and manufacturing initiatives
• Achieve or exceed assigned revenue targets and sales objectives

Consultative Selling & Solution Alignment

• Lead discovery conversations to uncover customer challenges and identify practical AI applications (e.g., process efficiency, workflow automation, data visibility)
• Sell a portfolio of AI services and software solutions tailored to customer needs
• Translate complex AI and technical concepts into clear, business-focused value propositions
• Position solutions that align with measurable customer outcomes and ROI

Sales Process Execution

• Prospecting and pipeline development
• Discovery and qualification
• Solution positioning and demonstrations
• Proposal development
• Negotiation and closing
• Maintain accurate forecasting and opportunity tracking within CRM systems

Market Presence & Relationship Management

• Represent the company at industry events, conferences, and customer meetings
• Build strong relationships with key stakeholders, including executive leadership and technical teams
• Develop credibility as a trusted advisor within engineering and manufacturing organizations

Cross-Functional Collaboration

• Partner with technical, marketing, and leadership teams to refine offerings and go-to-market strategies
• Provide actionable customer feedback to enhance solutions and sales effectiveness
• Coordinate internal resources to support sales efforts and customer success

Sales Goals and KPIs

• Meet or exceed monthly and quarterly activity metrics and sales quotas
• Effectively overcome objections, communicate value propositions, and close deals
• Present and communicate sales offerings to customers and team members using tools such as NetSuite, MS Office, and other electronic methods

Market Knowledge and Representation

• Stay informed about the company's product offerings and industry trends to help position the company as a leader in the field
• Attend in-person or virtual sales demonstrations, trade shows, or other events to promote the company's solutions
• Represent the company professionally, ensuring a strong presence in the market

Additional Responsibilities

• Leverage all available communication methods (calls, emails, virtual meetings) to meet activity metrics
• Collaborate across the sales department to share insights and refine strategies

Qualifications

• Associate's or bachelor's degree in business or a related field preferred
• 5+ years of experience in enterprise or B2B technology, services, or solution sales (SaaS or mid-market preferred)
• Proven success in new business development, including outbound prospecting and pipeline generation
• Experience selling consultative, complex, or emerging technology solutions; AI, machine learning, analytics, or automation software experience strongly preferred
• Demonstrated ability to meet or exceed revenue targets
• Experience working within engineering or manufacturing industries preferred
• An equivalent combination of education, training, and experience will be considered

• Strong consultative selling skills, with the ability to uncover needs and align solutions to business outcomes
• Ability to connect technical capabilities to real-world engineering and manufacturing challenges
• Experience navigating complex buying environments and engaging with C-suite stakeholders
• Familiarity with MEDDIC/MEDDPICC and SPIN sales methodologies preferred

• General understanding of AI, data, and automation concepts, with the ability to quickly learn and apply new technologies
• Working familiarity with engineering workflows and manufacturing operations
• Ability to communicate complex technical concepts in a clear, concise, business-relevant manner
• Capability to engage both technical and operational stakeholders effectively

• Self-motivated, results-oriented, and entrepreneurial mindset suited for a growing or evolving business
• Strong organizational and time management skills, with the ability to manage multiple opportunities simultaneously
• Experience with CRM systems (NetSuite preferred) and pipeline management
• Ability to operate effectively in a dynamic environment with evolving offerings and processes
• Comfortable working under time-sensitive deadlines and managing competing priorities

• Excellent verbal, written, and interpersonal communication skills
• Strong presentation and negotiation skills, with the ability to influence decision-makers
• Ability to quickly process information and overcome objections effectively
• Professional presence with the ability to build trust and credibility

• Proven ability to work cross-functionally with sales, technical, and marketing teams
• Skilled in coordinating internal resources to support customer needs and sales objectives
• Ability to contribute to a collaborative, high-performance team environment

Additional Requirements

• Must reside east of the Rockies, or be willing to relocate within the assigned territory within 6 months of employment
• Ability to travel within the assigned territory to build relationships, pursue opportunities, and attend events (including occasional after-hours events)
• Must be enthusiastic, confident, and a self-starter with a strong drive for results
• Ability to complete training on company technologies, products, and services
• Must be a U.S. citizen due to government contractor client requirements

Physical Abilities

• Ability to travel approximately 25–50% of the time via ground or air transportation