Growth Territory Manager, Northeast (Emerging Accounts - Microelectronics)

Frontgrade Technologies

22d • $170,000 - $187,000

About The Position

For more than six decades, the skilled thinkers, makers, and doers at Frontgrade have embraced our mission to solve complex technology challenges across the U.S. and around the globe. We're the leading provider of high reliability and radiation assured solutions for defense, space, intelligence, commercial, and civil applications, and our products are designed to perform in the harshest of environments. From human spaceflight and space exploration to missile defense, electronic warfare, and healthcare tech advancements, our talented team stays in lockstep with our customers to ensure the success of their missions. Do you want to help shape the future? In an environment where innovation and ideas go hand-in-hand? Then come join the Frontgrade Team! Why Work For Us We take care of our people and provide competitive health, wealth and wellbeing benefits - from day one. You'll also discover learning and development opportunities so you can take your career to the next level - and beyond. Mission To grow Frontgrade's footprint across emerging customers and new markets by identifying, qualifying, and capturing opportunities within an assigned territory and SBU. The Growth Territory Manager builds relationships, develops pipeline, and executes disciplined pursuit strategies that drive sustainable bookings growth and new customer acquisition. Why This Role Matters: The Growth Territory Manager is the frontline driver of expansion and diversification within Frontgrade's customer base. By combining disciplined sales execution with proactive business development, the GTM ensures continued pipeline creation, new customer acquisition, and bookings growth across emerging markets. This role builds the bridge between today's success and tomorrow's strategic accounts — directly contributing to Frontgrade's mission of powering the technologies that enable critical defense and space systems. This role is a cornerstone of Frontgrade's Strategic Account Pod, ensuring seamless execution today and growth momentum for tomorrow. Other benefits include: Competitive Benefits: Medical (FSA + HSA), Dental, and Vision Immediate 401K Vesting/Matching Career Opportunity and Growth Tuition Reimbursement Student Loan Repayment Generous PTO and 11 paid Holidays per year (8 regular and 3 floating) 8 weeks of 100% Paid Family Leave Profit Sharing Plan applies to all non-Annual Incentive Plan and non-Sales Incentive Plan employees. Overview The Growth Territory Manager (GTM) is responsible for driving bookings and pipeline growth across Frontgrade's emerging and mid-tier customer base for the Microelectronics Strategic Business Unit (SBU) in the United States North territory. This role combines territory ownership, business development, and account management, focusing on expanding wallet share in existing accounts while developing new customer relationships in target markets. The North territory is defined as MN, IA, WI, IL, IN, KY, MI, OH, WV, VA, DC, MD, DE, PA, NJ, CT, RI, MA, NY, VT, NH, and ME. The GTM partners closely with Solution Architects, Inside Sales, and Growth Operations to execute a disciplined, data-driven approach to customer engagement and market expansion. This role is pivotal to achieving Frontgrade's Annual Operating Plan (AOP) bookings targets and establishing the foundation for future Strategic Accounts.

Requirements

• Bachelor's degree in Business, Engineering, or related field preferred. Applicable experience in lieu of a Degree may be considered.
• 5-10 years of experience in sales, business development, or account management within defense, aerospace, or high-technology sectors.
• Proven success in developing new customer relationships and achieving revenue targets.
• Experience using CRM systems (Salesforce).
• Understanding of government contracting, proposal processes, and funding cycles.
• Willingness to travel regularly within assigned territory (50% expected).

Responsibilities

• Own the commercial strategy and execution for assigned territory within the Microelectronics SBU.
• The North territory is defined as MN, IA, WI, IL, IN, KY, MI, OH, WV, VA, DC, MD, DE, PA, NJ, CT, RI, MA, NY, VT, NH, and ME.
• In coordination with your GTM partner, develop and execute a Territory Growth Plan (TGP) detailing target accounts, key pursuits, and near- and long-term growth initiatives.
• Identify and prioritize emerging customers and programs aligned with Frontgrade's capabilities and AOP objectives.
• Conduct market analysis to understand competitive dynamics, demand trends, and whitespace opportunities.
• Proactively identify new business opportunities through customer engagement, networking, and industry research.
• Build and maintain a robust pipeline of qualified opportunities across the territory — including both forecasted and early-stage pursuits.
• Qualify opportunities based on customer funding, technical alignment, and probability-of-win (P-win).
• Collaborate with Strategic Pursuits to shape pre-RFP opportunities and transition them into executable pursuits when funded.
• Leverage CRM (Salesforce) to maintain accurate opportunity data, forecasts, and pursuit progress.
• Manage relationships across a portfolio of emerging accounts — ensuring responsiveness, professionalism, and customer satisfaction.
• Serve as the customer's primary commercial point of contact for pricing, program status, and general inquiries.
• Conduct regular account reviews, virtual and in-person meetings, and customer visits to maintain engagement and identify new needs.
• Coordinate with Inside Sales Representatives for quoting, order entry, and backlog visibility.
• Partner with Solution Architects to align customer requirements with Frontgrade's technical offerings and develop compelling value propositions.
• Work with Growth Operations to ensure quoting accuracy, CRM compliance, and forecast discipline.
• Collaborate with Program Management, Finance, and Operations to ensure smooth execution of awarded business and follow-on opportunities.
• Engage Marketing to develop targeted campaigns, events, or collateral supporting territory objectives.
• Maintain accurate, timely forecasts for bookings and pipeline within the assigned territory.
• Participate in weekly forecast reviews with the Sr. Director of Emerging Accounts.
• Contribute to Sales Council meetings with updates on territory performance, risk assessments, and growth plans.
• Ensure compliance with Frontgrade's governance processes — including Bid/No-Bid reviews and Delegation of Authority (DoA).
• Stay current on customer funding priorities, government budgets, and competitive developments within assigned market segments.
• Gather and share intelligence with Strategic Pursuits and the CTO organization to inform product roadmaps and capture planning.
• Represent Frontgrade at industry events, conferences, and trade shows to build brand awareness and generate leads.

Benefits

• Competitive Benefits: Medical (FSA + HSA), Dental, and Vision
• Immediate 401K Vesting/Matching
• Career Opportunity and Growth
• Tuition Reimbursement
• Student Loan Repayment
• Generous PTO and 11 paid Holidays per year (8 regular and 3 floating)
• 8 weeks of 100% Paid Family Leave
• Profit Sharing Plan applies to all non-Annual Incentive Plan and non-Sales Incentive Plan employees.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Number of Employees: 1,001-5,000 employees