Demonstrates extensive experience in enterprise B2B sales, particularly in complex, long-cycle deals exceeding $1M. Proficient in building relationships across various organizational levels and translating operational challenges into strategic business cases with measurable ROI.

Highest-signal resume keywords

Enterprise B2B Sales ExperienceComplex Deal ManagementRobotics-as-a-Service SalesDefense Industry KnowledgeU.S. Security Clearance

About the role

Key responsibilities & impact

Find and close deals with major manufacturers across commercial and defense businesses
Create and execute account plans for a defined enterprise territory
Map opportunities across plants, business units, and product lines
Manage the full sales process from prospecting and qualification through solution definition, business-case development, negotiation, and signed order/funded deployment
Build ROI models using throughput, labor, scrap, rework, and cycle-time data
Engage buying committees from shop-floor personnel to executives and manage supporters, blockers, and procurement processes
Negotiate pricing, deployment milestones, acceptance criteria, performance metrics, and multi-cell rollouts with GTM Operations
Run capture for government opportunities, including shaping requirements and building teaming and prime relationships
Coordinate capture strategy, teaming, and program positioning with the Defense and Government team
Work with customers at plant floors, shipyards, arsenals, depots, and controlled areas

Requirements

What you’ll need

8+ years of enterprise B2B sales experience with a consistent record of carrying and hitting a quota on complex, long-cycle deals
Demonstrated track record of personally creating, managing, and closing complex $1M+ enterprise opportunities
Background in capital equipment or automation, such as robotics, machine tools, industrial automation, capital projects, or Robotics-as-a-Service
Experience selling the RaaS model
Ability to discuss cycle time, fixturing, part tolerance, and throughput, and know when to involve Sales Engineering
Ability to build relationships and drive alignment across Engineering, Operations, Manufacturing, IT/Security, Procurement, Finance, Legal, and executive leadership
Ability to translate operational challenges into financial and strategic business cases with measurable outcomes and ROI
Executive presence and adaptability across plant-floor and boardroom settings
Willingness to travel to customer sites roughly half the time
Comfort working in a fast-growing environment with evolving processes
Three or more years selling into defense primes, shipbuilders, defense technology companies, their supply base, or program offices
Fluency in defense purchasing processes, including program offices and PEOs, prime subcontract flow-downs, IDIQ and OTA vehicles, SBIR and STTR pathways, DPA Title III, Office of Strategic Capital, and congressional adds
Ability to forecast against appropriations, program milestones, and fiscal year timing
Working knowledge of ITAR, EAR, DFARS 252.204-7012, NIST SP 800-171, and CMMC
Must be a U.S. person and able to obtain and maintain a U.S. security clearance
Willingness to work inside shipyards, arsenals, depots, and controlled areas, including badging, escort, and site-access requirements
Ability to coordinate capture strategy, teaming, and program positioning with the Defense and Government team
Ability to comply with U.S. export control regulations and applicable federal regulations
Successful completion of a background check may be required

Benefits

Comp & perks

Daily free lunch
Flexible PTO
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

ATS Keywords

✓ Tailor your resume

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills

Account PlanningROI ModelingNegotiation SkillsSales Process ManagementForecastingCapture Strategy CoordinationUnderstanding of ITARUnderstanding of EARUnderstanding of DFARSUnderstanding of CMMC

Soft Skills

Relationship BuildingExecutive PresenceAdaptabilityCollaborationCommunication

Industry Keywords

Capital EquipmentIndustrial AutomationDefense TechnologyGovernment OpportunitiesProgram OfficesPEOsSubcontract Flow-DownsSBIRSTTRDPA Title III