Sales Manager

Title: Sales Manager
Department: Business Development 
FLSA Status: Exempt  
Reports to: Director, Business Development 
Pay Range: $110,000 – $140,000 annually 
Location: Remote/Hybrid 

The Role: 

The Sales Manager is responsible for driving revenue growth by leading a team of sales and account managers, developing customer relationships, and expanding opportunities for embedded systems design services and products in multiple markets including automotive, industrial vehicles, robotics, aerospace, and defense This role requires a deep understanding of engineering-driven solutions, customer requirements in regulated industries, and complex contract structures. The Sales Manager is both a player and coach—actively supporting key opportunities while mentoring and directing the broader sales team. 

The Responsibilities: 

• Sales Leadership & Team Management 
• Lead, coach, and develop a team of sales and account managers to achieve revenue and growth targets. 
• Set sales goals, monitor performance metrics, and provide regular feedback to ensure accountability and development. 
• Collaborate with executive leadership on sales strategy, resource planning, and organizational growth. 
• Business Development & Strategic Accounts 
• Cultivate strong relationships with key customers. 
• Identify and qualify new business opportunities across engineering services (e.g., embedded software, hardware, systems integration) and custom product solutions. 
• Understand and translate customer technical requirements into viable proposals with engineering and program teams. 
• Collaborate with the marketing team to drive generation of targeted sales leads. 
• Proposal & Contract Management 
• Lead or oversee the preparation of technical proposals, pricing strategies, and responses to RFPs/RFQs. 
• As needed, navigate the complexity of federal acquisition regulations (FAR/DFARS), ITAR compliance, and export control requirements. 
• Negotiate contract terms and close agreements in collaboration with legal, finance, and engineering/manufacturing. 
• Cross-Functional Coordination 
• Serve as a key liaison between customers, engineering, manufacturing, and operations to ensure successful program kickoff and delivery. 
• Maintain awareness of program milestones and customer satisfaction throughout the life cycle of awarded projects. 
• Market Intelligence & Reporting 
• Monitor market trends, customer needs, and competitor activities to inform strategic planning. 
• Prepare accurate sales forecasts, pipeline reports, and performance updates for executive leadership. 

Additional Responsibilities: 

• Other duties as assigned 

The Right Person Will Have: 

• Bachelor’s degree in Engineering, Business, or related field (technical background strongly preferred). 
• 7–10 years of experience in technical sales or business development, with at least 3 years in a leadership or management role. 
• Proven track record selling engineering services or custom technical products, ideally in Defense, aerospace, or high-reliability sectors. 
• Strong leadership and coaching capabilities with a team-oriented mindset. 
• Excellent communication, negotiation, and presentation skills. 
• Ability to understand and communicate complex technical concepts to a range of stakeholders. 
• Proficiency in CRM systems (e.g., Salesforce, HubSpot, PipeDrive) and Microsoft Office.  Expertise with PipeDrive is a significant plus. 
• Ability to travel as needed (approx. 5-10%). 
• Familiarity with embedded systems, software/hardware integration, or custom electronics. 

Additional Desired Experience: 

• Experience with DoD contracts, procurement processes, and compliance requirements (FAR, DFARS, ITAR, etc.). 
• Active or previously held U.S. Security Clearance. 
• Experience with SBIR/STTR or other government-funded technology programs. 

The Benefits: 

• Competitive total compensation 
• Medical and dental coverage 
• Employer paid basic life, short-term disability, and identity theft coverage 
• Voluntary vision, life, long-term disability, accident, critical illness coverage 
• 401k retirement contribution 
• Paid holidays, time-off, and sick time 
• Tuition assistance and employer paid professional development 
• Flexible work schedules 
• Remote opportunities available 
• Complimentary snacks and beverages 
• Employer sponsored social events 

The Company: 

Since our founding in 1999, D3 Embedded has driven innovation in high-performance embedded systems development. We leverage our expertise in autonomous machines, sensors, imaging, optics, edge computing, algorithms, robotics, and electrification to provide cutting-edge engineering design and low-volume manufacturing services. Headquartered in Rochester NY, we serve a global network of customers and are proudly connected with many technology leaders and Fortune 500 companies. We are interested in bright, creative, and team-oriented individuals exhilarated by the opportunity to transform the world through frontier technologies. 

Candidates must be eligible to work in the United States.  D3 Embedded does not sponsor visas. For more information about D3 Embedded, please visit www.d3embedded.com. 

D3 Embedded is committed to fostering a diverse work environment and proud to be an Equal Opportunity Employer. We consider and hire applicants without regard to race, color, religion, age, national origin, ancestry, ethnicity, gender, gender identity, gender expression, sexual orientation, marital status, veteran status, disability, genetic information, citizenship status, or membership in any other group protected by federal, state or local law. 

D3 Embedded participates in E-Verify, a federal program that confirms employment eligibility upon hire.