Sales Manager

D3 Embedded•Rochester, NY

6d•$110,000 - $140,000•Hybrid

About The Position

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.

Requirements

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.
Ability to travel as needed (approx. 5-10%).
Familiarity with embedded systems, software/hardware integration, or custom electronics.

Nice To Haves

Expertise with PipeDrive is a significant plus.
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.

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.
Other duties as assigned

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