Sales Manager, US Capital Projects

About the Role

The Sales Manager, US Capital Projects is responsible for identifying, influencing, and securing capital projects in the United States that represent approximately <$1MM in insulation revenue for Aspen Aerogels. These projects require strategic engagement with mid-tier EPC firms, emerging-market developers, and regional asset owners. This role fills the critical gap between Aspen’s Global Projects team (focused on large-scale projects) and Regional Industrial Sales Managers (focused on local facility and turnaround business). The Sales Manager will manage a national portfolio of capital projects in markets such as hydrogen, carbon capture, SAF, data centers, power, refining, petrochemical, renewable fuels, and midstream. The Sales Manager will drive project specifications, influence insulation scope decisions, coordinate cross-functionally to position Aspen Aerogels as the preferred solution provider, and will own the project from inception to construction. This individual will also lead strategic corporate key account management, support Regional Industrial Sales Managers during travel within their territories, and contribute to emerging-market strategy and market development.

Responsibilities

• Capital Project Identification & Development (<$1MM insulation revenue): Identify and qualify capital projects in the U.S. across diverse markets, including carbon capture, hydrogen, ammonia, SAF, data centers, renewable diesel/RNG, power, refining, petrochemical, and gas processing. Secure project specifications and scope inclusion for Aspen Aerogels solutions. Build influence early in the project cycle by engaging EPCs, licensors, and asset owners. Track projects through engineering, procurement, and construction phases to maximize conversion and revenue realization.
• EPC Relationship Ownership (Mid-Tier Focus): Lead outreach and relationship expansion with mid-level EPCs (e.g., S&B, Hargrove, Onyx Engineering, OPD, River City Engineering, Saulsbury, Burns & McDonnell, BCCK, Eichleay). Expand Aspen’s network at larger EPCs (e.g., Worley, Fluor, Bechtel) where limited contact currently restricts influence. Conduct technical presentations, insulation scope reviews, and project solution workshops to position Aspen as a preferred technical and commercial partner. Influence EPC standards and specifications to include Pyrogel and Cryogel Z as a preferred or standard solution.
• Corporate Key Account & Strategic Engagement: Maintain strategic alignment with major corporate accounts—including Exxon, Lyondell, Shell, BASF, CP Chem, Marathon, P66, Oxy, Delek, and others—to drive project pull-through. Build and maintain multi-level account strategies in collaboration with Regional Industrial Sales Managers. Understand long-term facility plans, expansion activity, turnaround cycles, and corporate initiatives to predict future capital project opportunities. Coordinate communications and project updates across Aspen stakeholders to ensure alignment with corporate account strategies.
• Project Portfolio Management & CRM Discipline: Maintain comprehensive project and account data in D365 CRM in accordance with Aspen’s operating rhythm. Develop accurate forecasts for capital project revenue and probability-weighted pipelines. Use CRM and other tools to track key milestones: specification, approval, bid, award, and execution. Coordinate internally with Marketing, Commercial Operations, Finance, and Technical Services to ensure project delivery, pricing, and margin objectives are met. Monitor competitor activity and adjust strategies to protect and expand Aspen’s insulation footprint.
• Travel Requirements: Travel up to approximately 60% of time to maintain project influence, meet with EPCs, access strategic accounts, and support Regional Industrial Sales Managers. Plan travel to maximize both capital project advancement and regional account development.

Qualifications

• 7+ years of experience in industrial sales, capital project development, EPC engagement, or related technical-commercial roles.
• Deep familiarity with the engineering workflow at EPCs, including FEED, detailed design, procurement, and construction.
• Demonstrated ability to influence project specifications and drive adoption of premium-value technical products.
• Experience navigating complex project environments and multi-stakeholder organizations.
• Strong commercial acumen with the ability to assess project economics, value levers, and risk factors.
• Highly entrepreneurial, self-directed, and collaborative across multiple functions and organizations.
• Strong CRM discipline (D365 preferred).
• Excellent communication, technical presentation, and relationship-building skills.

Preferred Skills & Experience

• Background in insulation systems, high-value technical materials, or energy infrastructure.
• Experience with hydrogen, carbon capture, renewable fuels, power, petrochemical, or refining sectors.
• Established networks within the mid-tier EPC community.

Working Style & Success Traits

• High integrity, strong work ethic, and bias for action.
• Ability to create and communicate a compelling project and account strategy.
• Team-oriented leadership that elevates the success of Regional Industrial Sales Managers and internal stakeholders.
• Problem-solving mindset with a strong ability to anticipate technical or project barriers.
• Entrepreneurial energy with a commitment to building new markets and relationships from the ground up.

Pay & Benefits

• Expected compensation between $150,000 and $175,000 USD/year based on experience, with yearly bonus eligibility.
• Comprehensive benefits package including Medical, Dental, Vision, Tuition Reimbursement, Paid Holidays, Sick Time, PTO, 401k Employer Match, Life and Disability Insurance, and other benefits.