Instrumental helps the world’s most admired electronics brands build better hardware -- delivering 3mo payback periods & improving the most critical manufacturing metrics. We drive the digital transformation of quality, inspection, and testing with data analysis & AI products. Hardware engineering, operations, and quality teams leverage Instrumental’s manufacturing platform to accelerate development time, improve yields, and reduce field failures.
We're Looking For Someone Who:
- Has 6+ years of demonstrated personal success selling engineering or manufacturing software into new logo multinational companies in multiple executive stakeholder deals, 6-9 month sales cycles, and 6-7 figure contract sizes.
- Loves the building stage of startups and brings experience finding new paths to success: rolling up their sleeves, and hitting the phone – all with startup urgency. You are a heat-seeking missile for customer needs and derive great satisfaction from the journey of solving customer problems with technology.
- You are an adaptable and resourceful hunter. If something doesn’t exist, you’ll build it. If a customer has an objection, you’ll figure out how to deliver the right business case. If you don’t have enough in your pipeline, you’ll fill it.
- Prefers to get in front of customers face-to-face and is willing to travel to do so.
- Has experience selling or working with manufacturing data, digital transformation, analytics, and/or verticalized AI to technical buyers. Prior specialized experience in selling manufacturing software, or into the high-tech electronics, industrial electronics, automotive Tier 2/3s, or aerospace & defense space.
What You'll Be Doing:
- Building your own book of business: This means you believe that only you are accountable for your own pipeline generation. We will help set you up for success with tools, marketing, and support - this role is focused on working with net new customers, not existing ones. This means you must be ready to spend 25% of your time making cold calls. We use a parallel dialer to make this efficient.
- Developing business cases: We sell value – our team always calculates return on investment when developing a proposal with a customer.
- Listening to your customers and qualifying opportunities: You will collect information from multiple stakeholders on what key business objectives are and where there are opportunities for improvement.
- Selling as a team: While you own and operate the sales cycle with new customers, Marketing, Solutions Architects, Customer Success, TPMs and Product Managers all work together to deliver value to our customers.
- Finding new paths: We are a growing organization delivering new technology into an industry that is undergoing constant change.
- Contracts, infosec & finance: Closing deals requires partnering with your customers’ finance, legal, and IT teams.
The following is a representative annual base salary range for this position within the Bay Area: $110-150k. This position is additionally eligible for substantial variable incentives representing up to 50% of overall on-target earnings. In addition, job level and salary opportunities are evaluated through our interview process – we review the experience, knowledge, skills, and abilities of each applicant.
Instrumental is proud to offer a highly-rated variety of benefits, including health, vision, dental, commuter plans, and parental leave.
What We Do
Accelerate product maturity, de-risk ramp, and improve yields. Instrumental helps you find and fix issues you didn't even know were there.
