Sales Manager, Battery Energy Storage Systems

About the Company

Aspen is a technology leader in sustainability and electrification solutions. The Company's aerogel technology enables its customers and partners to achieve their objectives around the global megatrends of resource efficiency, e-mobility, and clean energy. Aspen's PyroThin® products address thermal runaway challenges within the electric vehicle ("EV") market, while its Cryogel® and Pyrogel® products are valued by the world's largest energy infrastructure companies. Aspen's strategy is to partner with world-class industry leaders to leverage its Aerogel Technology Platform® into additional high-value markets. Aspen is headquartered in Northborough, Mass.

Values

At Aspen, our values reflect who we are and how we work both with each other and our customers, suppliers, and communities. They shape our interactions, guide our decisions, and inspire us to bring our best.

• We Do the Right Thing
• We are Problem Solvers
• We are Allies
• We Drive Forward

Responsibilities

• Own and deliver the North American BESS revenue, bookings, gross-margin, and new-customer objectives established in Aspen's annual operating plan.
• Build new business with utility-scale and large commercial and industrial BESS system integrators, battery and module suppliers, developers, EPCs, asset owners, and other organizations that influence material selection and system design.
• Personally prospect, open, and advance priority accounts, creating access to product engineering, safety, compliance, procurement, operations, and executive decision makers.
• Create and execute focused account and opportunity plans that identify the customer need, decision authority, competitive position, technical and commercial requirements, timing, value, and actions required to win.
• Build and maintain a qualified pipeline sufficient to support the forward revenue plan, with accurate opportunity stages, forecasts, close plans, and risk assessments in CRM.
• Coordinate cross-functional teams to move opportunities from qualification through contracting and production, while providing concise executive updates on revenue potential, customer decisions, risks, resources, and next actions.
• Adopt and follow Aspen’s core values: We do the right thing, We are problem solvers, We are allies, and We drive forward.

Requirements

• 5+ years of progressive sales experience.
• 3+ years of business development experience in BESS battery systems, engineered materials, or a closely related technical market.
• Demonstrated record of meeting or exceeding revenue or new-business targets in a complex, long-cycle sales environment.
• Track record accelerating a new or emerging segment where strategy existed but account ownership, evidence, and qualification work required orchestration.
• Ability to build new accounts and create access to technical, commercial, procurement, and executive decision makers.
• Strong technical credibility with engineers and safety professionals, combined with the ability to communicate economic value and commercial urgency to executives.
• Strong written executive communication, opportunity prioritization, and cross-functional leadership.
• Willingness to travel approximately 40-50% across the United States and Canada.

Preferred Qualifications

• Direct experience with utility-scale or large commercial BESS systems, battery modules, containerized energy storage, or engineered safety solutions.
• Relationships with major North American BESS integrators, battery suppliers, developers, EPCs, testing organizations, insurers, owners, or risk engineers.
• Working knowledge of UL 9540 and UL 9540A, NFPA 855, AHJ requirements, fire-protection engineering, or system safety qualification.
• Engineering or advanced degree; MBA is helpful but not required.

Work Environment

• Frequently required to sit, use a computer, and communicate via phone, video conference, and in-person meetings.
• Frequently required to stand and walk during customer visits, trade shows, conferences, and facility tours.
• Frequently required to utilize hand and finger dexterity for computer and mobile device use.
• Occasionally required to climb stairs, bend, reach, or maneuver through customer, manufacturing, testing, or construction environments.
• Must be able to travel approximately 40-50% throughout the United States and Canada, including air and ground travel.
• Occasionally exposed to manufacturing plants, testing laboratories, battery production facilities, construction sites, utility installations, and outdoor environments.
• Occasionally exposed to varying weather conditions during customer site visits and industry events.
• May occasionally be exposed to moving mechanical equipment, industrial noise, dust, or other site-specific conditions when visiting customer or company facilities.
• Regularly required to carry laptop computers, sales materials, product samples, and luggage.
• Must occasionally lift and/or move up to 25 pounds.
• The noise level in the work environment is typically moderate in office settings and may occasionally be loud during manufacturing, construction, or industrial site visits.

Benefits

• Medical, Dental, and Vision insurance.
• Tuition Reimbursement.
• Paid Holidays, Sick Time, and PTO.
• 401k Employer Match.
• Life and Disability Insurance.

Pay

Expected compensation: Between $150,000 and $180,000 USD/year based on experience, plus sales bonus eligibility.

Aspen Aerogels, Inc. is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, age, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, and other legally protected characteristics.