Senior Aerospace and Defense (A&D) Sales Executive

| Remote
Senior Aerospace & Defense Sales Executive

DUST Identity is a physical object security solution that uses nano-diamonds to securely tag physical objects so they are uniquely identifiable. Enabled by the development of new materials, cutting edge hardware, and exciting machine vision, DUST’s customers can ensure that every physical object - whether an airplane part, microprocessor, or priceless artifact - is genuine.

DUST aims to become the industry standard for physical object identification and security.

The Job

We are looking for a Senior Aerospace & Defense Sales Executive to join our team. This person will drive DUST’s adoption in the A&D sector.

The Aerospace & Defense Sales Executive role requires a hands-on, results-oriented individual who is organized, a great communicator and writer, and is able to work in a fast-paced environment. The successful candidate will possess a business background that enables them to drive engagement at senior levels in both government and contractor organizations. This individual shall possess an engineering fluency that enables them to easily interact with cross-functional stakeholders in technical roles. They should also have a demonstrated ability to think strategically and analytically about business, product, and technical challenges. 

The Aerospace & Defense Sales Executive’s primary responsibility is to identify, qualify, and close new Aerospace & Defense customers for DUST Identity. Along the way, they will work as part of an interdisciplinary go-to-market team to quantify the benefits of DUST in various applications and shape external messaging to accelerate customer adoption. 

Prior enterprise sales experience in B2B and B2G sectors - electronic hardware and components, cybersecurity, and digital transformation tools - is a necessity for the role. Applicants must have a good understanding of the A&D ecosystem, the acquisition process and the rollout of high technology products within critical industries.

What You’ll Do 
  • Manage all phases of the sales cycle from discovery through contracts
  • Efficiently vet solicitations and leads, map organizations to identify decision makers, and generate a pipeline of qualified prospects
  • Study the prospect’s requirements and be able to persuasively educate customers of how DUST helps them achieve their mission
  • Deliver sales pitches, product demos, and other valuable data to potential prospects in a way that promotes DUST Identity’s brand, value propositions, and helps the audience solidify their need for the product
  • Present clear verbal and written technical explanations to customers, tailoring content and style to the audience and sector
  • Be the customers’ trusted advisor for information on the benefits, design, installation, and operation of DUST systems
  • Collaborate effectively with other team members in sales and marketing, and communicate the needs of new customers to the broader DUST Identity team
  • Meet or exceed sales targets for closed business
  • Accurately forecast opportunities and update the CRM
What You’ll Bring
  • Prior start-up experience
  • Bachelor’s degree
  • 10+ years of B2G and B2B enterprise sales experience
  • Established track record of meeting sales targets in any of the following sectors: electronics, hardware security, cybersecurity, or supply chain risk management
  • Strong negotiation skills
  • Excellent writing skills with the ability to clearly respond to solicitations
  • Proven ability to manage multiple, competing priorities simultaneously
  • Creativity, curiosity, and a desire to solve customer problems
  • Hunger
Bonus points
  • Bachelor’s degree in a STEM field or business
  • Experience selling products with both hardware and SaaS components
  • Understanding of trends in supply chain management technologies
Hiring Details

Start Date: Immediately. Must have legal right to work in the United States without sponsorship.

Location: Framingham, MA

Compensation: Market Competitive + Equity

DUST Identity is an equal opportunity employer.

Perks
  • Working on a product that matters
  • Commercializing technology (quantum and blockchain)
  • Flex work locations can be accommodated for certain roles
  • An abundance of snacks/coffee
  • Medical and dental insurance
  • Flexible paid time off policy
  • Vision insurance
  • Casual dress
  • Reverse commute with plenty of parking
  • 10-minute walk from the train station
Concerning Covid 19

At DUST Identity, we place the utmost importance on the health and safety of our team and our community. To do our part in limiting the spread, all team members that are able to work remotely during this time are doing so. We are sensitive to the individual concerns of each team member, and continue to reassess as more information and guidelines are released by the community.

While we hope that the DUST team will eventually return to in-person work, we will remain remote for the foreseeable future.

DUST Identity is an equal opportunity employer.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavascriptLanguages
    • PythonLanguages
    • FlaskLanguages
    • ReactLibraries
    • ReduxLibraries
    • Node.jsFrameworks
    • Serverless FrameworkFrameworks
    • PostgreSQLDatabases
    • DynamoDBDatabases
    • Google AnalyticsAnalytics
    • BalsamiqDesign
    • IllustratorDesign
    • PhotoshopDesign
    • SketchDesign
    • SolidWorksDesign
    • JIRAManagement
    • WrikeManagement
    • CraftCMS
    • HubSpotCRM

Location

We're directly next door to the popular Jack's Abby craft brewery and a 10 minute walk from the commuter rail - oh, and we're a reverse commute!

An Insider's view of DUST Identity

What are some social events your company does?

Our team loves exploring our neighborhood for new food and once a week we have an outing to find a new "hole in the wall." We are ending the year with our first annual team offsite in a Catskills' lodge - it will be filled with team building and outdoor activities.

Suki

Process Improvement Manager

What's the biggest problem your team is solving?

From parts in fighter jets to tomatoes in the grocery store, how do we know that products are genuine and produced according to the seller's promises? Identity is the key to trust. We create trust by providing an unclonable fingerprint for physical things that securely binds objects of any size to their digital records.

Peter

VP of Operations

What makes someone successful on your team?

Initiative and inquisitiveness. Since joining I've seen a culture that fosters assumption challenging, creative problem solving, and ownership. I think anyone who is excited to listen actively to others; engage with and challenge ideas; and drive innovation would thrive at DUST.

Chris

Head of Cloud Services

What are DUST Identity Perks + Benefits

DUST Identity Benefits Overview

We provide flexible PTO, competitive salaries, company stock options, 401(k), great medical, dental, and vision, and PARKING. We're always looking for ways to improve our offerings and welcome input from our employees.

Culture
Volunteer in local community
Friends outside of work
Eat lunch together
Team owned deliverables
Group brainstorming sessions
Open office floor plan
Diversity
Dedicated Diversity/Inclusion Staff
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Retirement & Stock Options Benefits
401(K)
Company Equity
Performance Bonus
Child Care & Parental Leave Benefits
Flexible Work Schedule
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Company Outings
Stocked Kitchen
Some Meals Provided
Parking
Professional Development Benefits
Job Training & Conferences
Lunch and learns
Cross functional training encouraged
Promote from within
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