Sales Executive - SMB

Stoke Space’s Boltline team builds cloud software for hardware engineering and manufacturing. The Sales Executive develops new business, leads software sales cycles from prospecting through close, and shares market feedback with product and marketing.

Responsibilities:

• Boltline team is all-in to help our customers build amazing hardware. Our Software Sales Engineer will develop new sales opportunities with the team’s support
• Build and maintain target account lists across hardware, aerospace, defense, energy, robotics and advanced-manufacturing SMBs
• Turn target lists, warm signals, ABM accounts and event contacts into booked meetings through thoughtful, personalized prospecting
• Run multi-channel outbound (email, phone, LinkedIn, events) with the consistency to hit pipeline targets every month
• Keep CRM hygiene tight so pipeline, forecast and activity data are always trustworthy
• Lead discovery that uncovers real operational pain across engineering, manufacturing and quality teams
• Qualify rigorously and disqualify early; protect your calendar for deals that can close (not everyone should be a Boltline customer, and that’s ok)
• Deliver demos tailored to the prospect’s workflow and run the technical evaluation yourself: deep-dives, trials, and ITAR and security questions
• Build business cases, negotiate commercial terms and close
• Hand off cleanly to Customer Success so new customers go live fast and expand
• Bring back structured market feedback: objections, feature gaps, competitive mentions and pricing signals
• Partner with marketing on messaging, positioning, case studies and campaigns that actually open doors
• Report which segments, personas and triggers produce the best deals so we invest where it works
• Represent Boltline at industry events and with design partners

Requirements:

• Ideally, you've been involved in the development, rollout, or sales of new hardware or related technologies
• 3+ years as a full-cycle B2B software Sales Executive, consistently at or above quota on pipeline you sourced yourself
• History of closing five- and six-figure annual contracts with engineering, manufacturing, operations or quality decision-makers
• Proven outbound discipline: you have built target lists, run multi-channel sequences and booked your own meetings, month after month
• Thorough understanding of startups, small and midsize businesses (2-2000 employees) and the organizational traits that encourage (or discourage) change
• Working familiarity with how hardware gets built (BOMs, inventory, work orders, traceability, quality) and with at least one of CAD, PLM, MES, ERP or QMS (with your interest in killing the three letter acronyms!)
• Strong discovery, writing and demo skills; you run technical demos and trials yourself and can hold a room of engineers and a founder on the same call
• Based in the Los Angeles area
• To conform to U.S. Government space technology export regulations, including the International Traffic in Arms Regulations (ITAR), you must be a U.S. citizen, lawful permanent resident of the U.S. (i.e., current Green Card holder), or protected individual as defined by 8 U.S.C. 1324b(a)(3)
• Experience as an early or founding Sales Executive who built the outbound playbook from scratch
• Preferred industry experience includes Aerospace, Defense, Climate Tech, AEC, Energy, Robotics, or other hardware-centric markets that require constant learning
• BS or MS with an engineering, manufacturing, or operational concentration, or hands-on shop floor experience
• Fluency with modern prospecting tools (e.g. LinkedIn Sales Navigator, Apollo, Clay) and account-based marketing programs
• A network within innovative engineering communities, social channels, previous customers or peers, connections to makers or inventors
• Understanding of dual-use technologies and relevant standards (e.g. ITAR controls, FedRAMP)