Sales Engineer-Scientific Instrumentation & Remote Sensing.

Headwall Photonics Inc.•Bolton, MA

6d•Onsite

About The Position

Headwall is seeking a self-motivated, confident, and results-driven Sales Engineer to grow sales of remote sensing, hyperspectral imaging, and scientific instrumentation products. The role is based onsite in Bolton, Massachusetts, and requires a proven capital equipment sales professional with a strong record of meeting territory revenue targets, developing new business, and closing complex technical sales opportunities. The Sales Engineer will identify new markets, establish strategic relationships, and convert emerging opportunities into sustainable revenue. Travel is up to 30% domestically, including occasional international travel. The position involves managing sales opportunities across Headwall’s remote sensing and spectral imaging portfolio, achieving sales and pipeline targets, and building new business through consultative selling. The Sales Engineer will prepare customer-focused proposals and presentations, conduct product demonstrations, expand existing accounts, support channel partners, and collaborate with internal teams to develop customer solutions. The role also includes maintaining sales records and forecasts, tracking industry and competitive developments, and representing Headwall at customer meetings and industry events. Headwall describes its environment as collaborative and innovation-driven, with technical expertise valued, professional development encouraged, and career growth supported. The role offers the opportunity to grow the company’s hyperspectral imaging and remote sensing business and help scientific and industrial customers address complex challenges.

Requirements

At least five years of successful direct sales experience selling capital equipment in life sciences, laboratory research, biotechnology, pharmaceutical, or closely related scientific instrumentation markets.
Bachelor’s degree in business, engineering, biology, chemistry, physics, life sciences, or another relevant scientific or technical discipline.
Documented history of meeting or exceeding annual territory sales quotas and revenue targets, including independently managing a geographic territory or strategic account portfolio.
Excellent oral and written communication skills.
Completion of a formal sales training course or structured sales methodology program, such as consultative selling, solution selling, or strategic selling, or equivalent.
Demonstrated business development acumen, including market assessment, strategic prospecting, new-account acquisition, relationship development, and converting opportunities into profitable sales.
Proven ability to prospect, qualify, develop, negotiate, and close complex capital equipment opportunities involving scientific and technical stakeholders.
Strong written, verbal, presentation, and technical communication skills.
Proficiency with CRM systems, pipeline management, and sales forecasting.
Ability to build and execute a territory business plan, maintain a qualified pipeline, and provide accurate revenue forecasts.
Willingness to travel to customers and other company locations up to 30%.
U.S. citizenship or U.S. permanent resident status.

Responsibilities

Develop and manage sales opportunities for remote sensing and spectral imaging products, including hyperspectral imaging systems and scientific instrumentation.
Achieve assigned sales quotas, revenue objectives, and pipeline growth targets.
Identify, qualify, and develop new business opportunities through a consultative sales process.
Respond to inbound customer inquiries and generate opportunities through outbound prospecting, referrals, conferences, trade shows, and marketing campaigns.
Identify underserved markets, cultivate new accounts and strategic partnerships, and build a sustainable pipeline of capital equipment opportunities.
Prepare quotations, proposals, technical presentations, and product recommendations that address customer requirements.
Expand business within existing accounts through strategic account planning, cross-selling, and identification of new capital equipment opportunities.
Conduct product demonstrations and communicate technical capabilities to scientific, engineering, and commercial audiences.
Collaborate with engineering, applications, customer support, marketing, and operations teams to develop customer solutions.
Support channel partners, distributors, and strategic accounts throughout the sales process.
Maintain accurate customer records, opportunity pipelines, forecasts, and sales activities within the CRM system.
Monitor industry trends, competitive activity, and emerging applications in remote sensing, spectral imaging, and scientific instrumentation.
Represent Headwall at customer meetings, industry conferences, workshops, and trade shows.